Download Negotiation Genius: How to Overcome Obstacles and Achieve by Deepak Malhotra, Max Bazerman PDF

By Deepak Malhotra, Max Bazerman

From leaders in government schooling at Harvard company institution, listed here are the psychological behavior and confirmed suggestions you want to in achieving notable leads to any negotiation.

Whether you’ve “seen it all” or are only beginning out, Negotiation Genius will dramatically increase your negotiating talents and self assurance. Drawing on a long time of behavioral examine plus the event of millions of commercial consumers, the authors take the secret out of getting ready for and executing negotiations—whether they contain multimillion-dollar offers or bettering your subsequent wage offer.

What units negotiation geniuses aside? they're the lads and ladies who understand how to:

•Identify negotiation possibilities the place others see no room for discussion

•Discover the reality even if the opposite part desires to hide it

•Negotiate effectively from a place of weakness

•Defuse threats, ultimatums, lies, and different hardball tactics

•Overcome resistance and “sell” proposals utilizing confirmed impact tactics

•Negotiate ethically and create trusting relationships—along with nice deals

•Recognize whilst the easiest circulate is to stroll away

•And a lot, a lot more

This booklet will get “down and dirty.” It promises certain strategies—including speaking points—that paintings within the actual international even if the opposite part is adversarial, unethical, or extra robust. if you happen to end it, you are going to have already got an motion plan to your subsequent negotiation. you'll recognize what to do and why. additionally, you will start development your individual attractiveness as a negotiation genius.

From the Hardcover edition.

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

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Why Language Leads to Suffering 5. 25 Write down how many times you had a thought about a bright yellow Jeep, however fleetingly, during the last few minutes while you were allowing yourself to think of anything. __________________________________ If you are like most people, the number of times you thought about a bright yellow Jeep went up over time. You might have been able to keep the thought of a yellow Jeep out of your mind while directly suppressing it, but sometimes even that breaks down, and the number of times such thoughts occur soars.

By now, it should be clear to you that the behaviors you’ve developed to avoid your pain have not been particularly effective in the long run. If they had worked, you wouldn’t be where you are now. The problem is that it’s devilishly difficult to see that experiential avoidance behaviors can’t be effective. There are at least five reasons why it is so difficult to see this truth. 34 Get Out of Your Mind and Into Your Life 1. Controlling works so well in other areas of your life (the world outside your body) that you assume it will work for your thoughts and feelings as well.

You do this every day, and every day your pet tiger grows a little bigger. Over the course of two years, your tiger’s daily meals change from hamburger scraps, to prime rib, to entire sides of beef. Soon your little pet no longer mews when hungry. Instead, he growls ferociously at you The Pull of Avoidance 37 whenever he thinks it’s mealtime. Your cute little pet has turned into an uncontrollable, savage beast that will tear you apart if he doesn’t get what he wants. Your struggle with your pain can be compared to this imaginary pet tiger.

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