Negotiation Genius
Deepak Malhotra & Max Bazerman
Deepak and Bazerman are the professors at Harvard Business School. Deepak teaches negotiations in the MBA program. In this book, the professors provide a framework to approach the negotiation problem and share many insights through stories and cases.
Negotiation is about
Claiming Value
A through preparation of the situation is must and we need to assess best course – your and other party BATNA (best alternative to negotiated agreement) and find a common ground – ZOPA (zone of possible agreement)
Creating Value
Claiming value is important but we must create a multiple negotiation to increase the pie, for both parties to benefit
Avoid negotiation mistakes
We often make errors in our daily life due to various biases’ and these are also at play during negotiations.
Better be watchful of the errors due to anchoring, framing, fixed pie bias, optimism, over confidence etc.
Genius is often a combination of natural ability and lot of hard work and Negotiation Genius is achievable.
Do you think negotiation can be learnt?
