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- Herausgeber: Business Book Summaries
- Kategorie: Bildung
- Sprache: Englisch
The must-read summary of Deepak Malhotra and Max Bazerman’s book: “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Tables and Beyond”.
This complete summary of the ideas from Deepak Malhotra and Max Bazerman’s book “Negotiation Genius” shows that people are not born genius negotiators. This is a skill that can be learned and perfected by absolutely anyone. The authors reveal the framework used by top negotiators and how you can develop instinct to avoid the most common errors and biases. By learning and applying the techniques included in the book, you can become a genius negotiator and start getting what you want.
Added-value of this summary:
• Save time
• Understand the key concepts
• Expand your negotiation skills
To learn more, read “Negotiation Genius” and find out how you can perfect your skills and start getting more out of your negotiations.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 39
Veröffentlichungsjahr: 2014
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Book Presentation:Negotiation Geniusby Deepak Malhotra and Max Bazerman
Book Abstract
About the Author
Important Note About This Ebook
Summary ofNegotiation Genius(Deepak Malhotra and Max Bazerman)
1. Toolbox
2. Framework
3. Approach
Book Presentation:Negotiation Geniusby Deepak Malhotra and Max Bazerman
Book Abstract
MAIN IDEA
Genius negotiators aren’t born – they get to be that way by preparing carefully, using a sound conceptual framework of the negotiation process and by having the insight to avoid the most common errors and biases. They structure and execute negotiations strategically and systematically rather than casually and haphazardly.
If you aspire to join the ranks of genius negotiators, focus on acquiring the three components you’ll need:
A full toolbox of ideas.A good grip on the overall framework.A sound psychological approach to negotiating.“A sentiment once expressed by Ralph Waldo Emerson captures the essence of our message: ‘Man hopes; Genius creates’. When the task is difficult, when obstacles arise, when negotiations are unraveling, and when it looks like the deal is lost, most negotiators will panic or pray. Negotiation geniuses, in contrast, will only strengthen their resolve to formulate and execute sound negotiation strategy. We hope to convince you to do the latter, and provide you with the insights and tools you will need to negotiate like a genius at the bargaining table – and beyond.”
– Deepak Malhotra and Max Bazerman
About the Author
DEEPAK MALHOTRA is an associate professor at the Harvard Business School. He works in the negotiations, organizations and markets unit and carries out research on negotiation strategy, trust development and ethnic dispute resolution as well as the dynamics of dispute escalation.
MAX BAZERMAN is professor of business administration at the Harvard Business School. He focuses on the decision-making process of negotiation. In addition to publishing over 180 research articles and chapters, Dr. Bazerman is also the author of fifteen books including Judgment in Managerial Decision Making, Predictable Surprises and You Can’t Enlarge the Pie. Dr. Bazerman’s consulting, teaching and lecturing assignments include leading business schools and major public corporations in more than twenty-five countries.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary ofNegotiation Genius(Deepak Malhotra and Max Bazerman)
1. Toolbox
Negotiation geniuses have a toolbox of comprehensive principles, strategies and tactics they use over and over when negotiating. They don’t rely on gut instincts, winging it or shooting from the hip to carry the day. Instead, they prepare thoroughly and systematically so they can achieve consistently superior outcomes.
1a. Claim value
Value is whatever you perceive as being useful or desirable. It can take many forms and be measured in a variety of different ways but at the end of the day you generally enter into negotiations in order to end up being better off than you were at the start of the process. Probably the best way to negotiate is to have high aspirations going in (so you bargain tenaciously) but then a low reference point which gets used in hindsight (so you’ll feel satisfied with what was achieved).
It’s easy to go into a negotiation with no preparation and expect to figure things out as you go along but in reality, the key to claiming more value for yourself in any negotiation is to prepare thoroughly beforehand. This is usually a matter of:
Assessing in advance what your best alternative will be if you can’t reach an agreement in the negotiation.Working backwards from your best alternative to decide what your reserve value or walk-away point will be.Analyzing what the other party’s best alternative will be if they fail to reach a negotiated agreement.Calculating from that their anticipated reserve value.Projecting what the zone of possible agreement will be – which is the overlap between your reserve value and the other party’s reserve value. Any agreement will need to fall within this zone to be acceptable to both parties.
