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内容简介

　　From two leaders in executive education at Harvard BusinessSchool, here are the mental habits and proven strategies you needto achieve outstanding results in any negotiation.
　Whether you’ve “seen it all” or are just starting out,Negotiation Genius will dramatically improve your negotiatingskills and confidence. Drawing on decades of behavioral researchplus the experience of thousands of business clients, the authorstake the mystery out of preparing for and executingnegotiations—whether they involve multimillion-dollar deals orimproving your next salary offer.
　What sets negotiation geniuses apart? They are the men andwomen who know how to:
　?Identify negotiation opportunities where others see noroom for discussion
　?Discover the truth even when the other side wants toconceal it
　?Negotiate successfully from a position of weakness

From two leaders in executive education at Harvard Business
School, here are the mental habits and proven strategies you need
to achieve outstanding results in any negotiation. 
  　Whether you’ve “seen it all” or are just starting out,
Negotiation Genius will dramatically improve your negotiating
skills and confidence. Drawing on decades of behavioral research
plus the experience of thousands of business clients, the authors
take the mystery out of preparing for and executing
negotiations—whether they involve multimillion-dollar deals or
improving your next salary offer. 
  　What sets negotiation geniuses apart? They are the men and
women who know how to: 
  　?Identify negotiation opportunities where others see no
room for discussion 
  　?Discover the truth even when the other side wants to
conceal it 
  　?Negotiate successfully from a position of weakness 
  　?Defuse threats, ultimatums, lies, and other hardball
tactics 
  　?Overcome resistance and “sell” proposals using proven
influence tactics 
  　?Negotiate ethically and create trusting
relationships—along with great deals 
  　?Recognize when the best move is to walk away 
  　?And much, much more 
  　This book gets “down and dirty.” It gives you detailed
strategies—including talking points—that work in the real world
even when the other side is hostile, unethical, or more powerful.
When you finish it, you will already have an action plan for your
next negotiation. You will know what to do and why. You will also
begin building your own reputation as a negotiation genius. 
  　From the Hardcover edition.

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作者简介

　　Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide.
　　Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making.
　　From the Hardcover edition.

目　　录

Introduction：Becoming a Negotiation Genius
PARTⅠ：THE NEGOTIATOR’S TOOLKIT
Claiming Value in Negotiation
Creating Value in Negotiation
Investigative Negotiation
PART Ⅱ：THE PSYCHOLOGY OF NEGOTIATION
When Rationality Fails：Biases of the Mind
When Rationality Fails：Biases of the Heart
Negotiating Rationally in an Irrational World
PART Ⅲ：NEGOTIATING!N THE，REAL WORLD
Strategies of Influence
Blind Spots in Negotiation，
Confr9nting Lies and Deception
Recognizing and Resolving Ethical Dilemmas

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NEGOTIATION GENIUS(ISBN=9780553384116)

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