"Negotiation Genius: A Guide to Overcoming Negotiation Challenges and Achieving Successful Outcomes at the Bargaining Table"

victor: Excelente Libro para entender/implementar estrategias de negociación. Con muchos ejemplos y situaciones. Todo negociador debería leerlo y ponerlo en práctica

Spain on Nov 16, 2023

Antonio: Excellent book, it explain clarific differents ways to solution conflict, also help you discovery your best alternative to negotiate.

United States on Feb 24, 2023

ochiBan: Excellent presntation of the tools, the mind-set and real-life applications.
A lot seems to be common sense, but put together it is an excellent and fluent guide to negotiations. Even though I will never be able to employ all these methods, some have entered my repertoire, and who knows.
Since this is also an enormously well written book, I will re- and re-read it just for fun, despite the occassionally heavy contents.

Germany on Sep 10, 2022

A. Nazario: As soon as I started reading I was glued to the book. Every time I put the book (IPAD Mini) down I couldn't wait to pick back up and read again. The explanations of the step to negotiation was crystal clear. The examples on negotiation really help to clarify each step of the process. I hope Malhotra and Bazerman can collaborate more as writers.

United States on Jun 07, 2022

James Webb: I've gotten a lot of value out of this book. Negotiating is a skill that pays off big time. There are lots of good bits of information but my favorite and what I've found the most useful is the need to get more information so you can best judge the ZOPA (zone of possible agreement) so I can capture as much of the ZOPA as possible. Also, "log rolling" is a really great consideration for creating more value out of the transaction--value that didn't exist until thinking creatively about it.

United States on Apr 29, 2022

Doctor and devoted Dad: Takes negotiation beyond experience and instinct and moves it into a more analytical place. Actually probably of value for all business conduct.

Loses it’s way a bit in its relentless focus on anecdotes, and with that in mind, my wish is that it more completely referenced the psychology literature.

United Kingdom on Feb 27, 2022

william archer: The breadth of situations presented here is notable. The material is densely packed in that each page requires reading and reflection. Skimming will not pay! A second or third reading over time would likely reward further. The major lesson for me was preparation is key, analysis of both sides of the negotiation required and that creating value is a form of building trust itself an important medium for effective negotiation. The observations about the negotiating skills of a diplomat taught me to look at the wide picture even while focusing on fine levels of detail. I sense negotiation is a signal, a signal that ripples out from the counter parties.

This book helped me through a negotiation I was not especially prepared for.

United Kingdom on Mar 27, 2018

AcedOut: I haven't read much in this genre, but I found this book to be excellent at providing a framework from which to build negotiation skills. I think it's quite realistic about the scope of negotiation, which I found refreshing. It focuses both on the hard "how to claim as much value as possible", but also advises on how to build value through your negotiation by learning, through discussion, what things the other side values. I also appreciated the qualitative aspects covered, such as pointing out how most negotiations are part of ongoing relationships, so that a good negotiation should only strengthen the relationship between people. I think that is an incredibly important aspect of negotiations that most people gloss over, but dramatically changes the color of how you claim value in negotiations. Moreover, his discussions about lying during a negotiation, and cognitive biases you are up against in others (as well as yourself!) are very thoughtful. The latter is especially helpful and eye-opening (and the former is helpful too for those in more morally nebulous territories). It definitely made me re-think many of the negotiations I've had in the past and will certainly influence the...

United States on Nov 30, 2014

NegotiationsStudent3453: As someone who has studied negotiations in graduate school, I already knew much of the information in this book. However, the discussion of "creating value" in negotiations sets this book apart from the rest, as well as its discussion of cognitive biases that people have in negotiations too. The thesis of the book, that negotiators can get more out of negotiations by trying to "make the pie bigger" (create value) makes negotiating less intimidating to novices in the subject who might shy away from studying negotiations because it seems confrontational.

However, at times, the anecdotes used by the authors to illustrate these concepts and others were long-winded and made the book seem like it was meandering. Perhaps that is endemic to books on this subject however, and I may be biased since most of the other reading I have been doing lately has been in dry textbooks on business that are very clearly outlined and organized. But sometimes there seemed to be one anecdote for every concept, when half as many anecdotes would have sufficed.

For someone with my background in the subject, the discussion of cognitive biases and errors that people have and make in negotiations...

United States on Jul 15, 2012

Malarchy: Negotiation Genius is an extremely readable introduction to the world of negotiation. Written by a pair of Harvard professors, Genius walks the reader through key principles of successful negotiating. The authors are acutely aware of the likely audience's need for something tangible and concrete to take away and have explicitly constructed their work to be a toolkit for handling common scenarios.

The use of case studies throughout the book is an excellent way to handle the queries that inevitable arise. The best case study of all concerns the Cuban Missile Crisis which is accompanied by the author's implication that Kennedy was able to think strategically about negotiating even in the face of nuclear annihilation so what is it that another negotiation faces that is really so dangerous. Not all of the case studies work though - the example where one of the authors pays off a bunch of troublemakers to stop them attacking is hardly the height of ingenuity or bravery.

While Negotiation Genius is a textbook, it does not really read like one. The thought process behind negotiation strategy is laid out very effectively. The work begins with an introduction to value creation...

United Kingdom on Dec 08, 2010