Negotiation Genius
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 moreThis 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.
Stats for nerds
7recommend
10mentions
8people
2009–2021years
80% recommend20% neutral
Mentions per year
What Hacker News says
- Books I liked:
- Bargaining For Advantage (https://www.amazon.com/Bargaining-Advantage-Negotiation-Stra...)
- Negotiation Genius (https://www.amazon.com/Negotiation-Genius-Obstacles-Brillian...)
- Getting To Yes (https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Wit...)
- The Coursera course from the University of Michigan (and not the Yale one).
- Getting Past No (https://www.amazon.com/Getting-Past-Negotiating-Difficult-Si...)
- Difficult Conversations/Crucial Conversations/Nonviolent Communications
The last bullet (arguably the last two bullets) are about conversation skills, but that is an essential part of negotiations.
I won't claim to be good at this stuff. It takes a lot of effort and practice to change habits you've formed your whole life. But still, I've improved somewhat. What I do think I've become much better at is identifying why someone's efforts succeeded (or in this case, failed).
I would also recommend Influence by Cialdini. It is not a negotiation book at all, but will make much of the material in those books more meaningful if you've read this book.
Books/courses I discourage:
- Never Split The Difference
- The Lynda course (there may be more than one now, but the one I took years ago was bad).
- Read the book Negotiation genius: http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...
It will answer a LOT of your questions directly. I've gotten really good at negotiation after being bad at it, and this book was great.
Read it tonight.
- Agreed. Read Negotiation Genius* and go from there.
(*or any other recommended book)
- Why must it be non-fiction? I'll stick to non-fiction since you asked, but I think its an odd limit to put in place in this discussion.
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In my opinion the essential book for anyone interested in science and technology would be How To Win Friends and Influence People. By far the most important book. By far. I really can't overstate the importance of learning to interact with other people in polite, persuasive and friendly ways.
In my four years at an engineering university (RPI) the amount of people I ran in to that couldn't relate to others in a meaningful way and carry a normal conversation blew my mind. It was surreal. And I don't know what percent of them were aware of this but I would guess it can't be too high.
The number one thing I wish I saw more of in engineers isn't an understanding of other sciences or deep domain knowledge. It's consideration. Plain, pure consideration for other people and how they might feel about things.
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The Selfish Gene would perhaps be a close second.
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond is also a good read for people in STEM fields.
The Emperor of All Maladies, a book about the history of cancer. Extremely fascinating read, and accessible regardless of your level of biology knowledge.
- I've read a few.
Negotiation Genius is probably the most accessible one:
http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...
Winning Through Intimidation was a fun read, especially if you're into real estate. Apparently the book is worth a lot now (I had no idea, I have an old hardcover version that I don't even see here)
http://www.amazon.com/Winning-Through-Intimidation-Robert-Ri...
- Negotiation Genius - best book out there and a good read.
http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...
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