Book
Review: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant
Results at the Bargaining Table and Beyond
Negotiation
is an essential skill in both personal and professional settings. Whether
you're bargaining with a client, discussing a raise with your boss, or trying
to convince your partner on vacation plans, effective negotiation skills are
crucial. Negotiation Genius by Deepak Malhotra and Max H. Bazerman is an
insightful guidebook that teaches readers how to become better negotiators.
The
book covers a wide range of negotiation scenarios, including multi-party,
cross-cultural, and online negotiations. It offers practical advice on how to
handle difficult negotiations and overcome obstacles to achieve optimal
results. The authors draw on their extensive experience in the field of
negotiation to provide readers with real-world examples and strategies that
have worked for them.
One
of the book's most significant strengths is its emphasis on preparation. The
authors believe that preparation is the key to success in negotiations. They
provide readers with a step-by-step guide to preparing for negotiations,
including how to identify the other party's interests and priorities, how to
anticipate their objections and concerns, and how to develop a plan that
addresses these issues.
Another
important aspect of the book is the authors' focus on creating value in
negotiations. They believe that successful negotiations are those that create
value for both parties. Negotiation Genius provides readers with strategies for
finding creative solutions that meet the interests of both parties and enable
them to achieve their goals.
The
authors also offer valuable insights into the psychology of negotiations. They
explain how biases, emotions, and cognitive limitations can affect our ability
to negotiate effectively. They provide readers with practical techniques for
overcoming these barriers and improving their negotiating skills.
One
minor criticism of the book is that it can be overly theoretical at times.
While the authors do provide practical examples, some readers may find that the
book is not as hands-on as they would like.
Overall,
Negotiation Genius is an excellent resource for anyone looking to improve their
negotiating skills. The book provides readers with practical strategies and advice
that can be applied to a wide range of negotiation scenarios. Its emphasis on
preparation, creating value, and understanding the psychology of negotiations
makes it a valuable addition to any negotiation toolkit.
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