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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