Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

• • Authors: Deepak Malhotra, Max Bazerman

  • Summary:  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

Negotiation Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal

• • Author: John Lowry

  • Summary: Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes. The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to:

    • Make strategic decisions – move from doing what is comfortable to doing what is most strategic.

    • Manage the process – carefully balance the urge to compete with the need to collaborate.

    • Deliver the deal – fine-tune the negotiation process to achieve the desired outcome.

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

• • Authors: David A Lax, James K Bebenius

  • Summary: When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.