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　　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.

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

  Negotiating from a Position of Weakness

  When Negotiations Get Ugly：Dealing with

  Irrationality,Distrust，Anger,Threats，and Ego

  When Not to Negotiate

  The Path to Genius’

Glossary

Notes

Acknowledgments

Index

About the Authors

　　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.

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书籍介绍

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.