Negotiation Genius

About the Author

Deepak Malhotra and Max H. Bazerman are renowned figures in the world of negotiation, bringing decades of experience and academic expertise to their work. Both are professors at the Harvard Business School, where they have influenced countless students and professionals with their profound insights into negotiation, decision-making, and leadership. Their collective wisdom is reflected in "Negotiation Genius," a book that combines theory with practical strategies to empower readers in their personal and professional negotiations.

Deepak Malhotra, an award-winning teacher and researcher, is known for his deep understanding of the psychological and strategic elements that drive negotiations. His work extends beyond academia, as he has consulted for numerous organizations and advised leaders in complex negotiations. Max H. Bazerman, equally distinguished, has authored several books and numerous articles on negotiation and decision-making. His research often intersects with psychology and ethics, offering a unique perspective on how people make decisions in the face of uncertainty and conflict.

Main Idea

"Negotiation Genius" is a masterful guide that distills the art and science of negotiation into actionable strategies. The authors emphasize that successful negotiation is not just about winning but about creating value and fostering strong relationships. They argue that to be a "negotiation genius," one must prepare meticulously, understand both parties' interests, and be adept at both claiming and creating value. The book offers a comprehensive system that helps readers avoid common pitfalls, negotiate better deals, and build lasting relationships through strategic and ethical negotiation practices.

Table of Contents

• Introduction: The Making of a Negotiation Genius
• Chapter 1: The Power of Preparation
• Chapter 2: Understanding BATNAs, Reservation Values, and ZOPA
• Chapter 3: Creating and Claiming Value
• Chapter 4: The Role of Psychology in Negotiation
• Chapter 5: Overcoming Obstacles and Deception
• Chapter 6: Negotiating from a Position of Weakness
• Chapter 7: Ethical Negotiation: Building Long-Term Relationships
• Conclusion: The Path to Becoming a Negotiation Genius

Introduction: The Making of a Negotiation Genius

In the introduction, Malhotra and Bazerman set the stage for what it means to be a "negotiation genius." They argue that negotiation is a skill that can be developed through deliberate practice and study, much like any other discipline. The authors dispel the myth that great negotiators are born, not made, and instead, they emphasize the importance of preparation, understanding human psychology, and adopting a strategic mindset.

The authors introduce the concept of creating value, which is a central theme throughout the book. They explain that in any negotiation, the goal should not only be to claim as much value as possible but also to expand the pie for both parties. This approach leads to more sustainable agreements and stronger relationships.

Chapter 1: The Power of Preparation

The first chapter delves into the importance of preparation in negotiation. Malhotra and Bazerman stress that preparation is the foundation of successful negotiation. They argue that the more information you gather before entering a negotiation, the better equipped you are to identify opportunities, anticipate challenges, and choose the most effective strategies.

Preparation involves several key steps, including researching the other party, understanding their interests, and identifying your own goals. The authors introduce the concepts of BATNA (Best Alternative to a Negotiated Agreement), reservation value (RV), and the Zone of Possible Agreement (ZOPA) as essential tools for preparation.

Key Points:

• Thorough research can prevent costly mistakes and lead to better outcomes.
• Understanding both your BATNA and your counterpart's BATNA is crucial for determining when to walk away from a negotiation.
• Calculating the ZOPA helps you identify the range within which an agreement is possible.

One of the most impactful insights from this chapter is the authors' emphasis on the need to gather information about the other party's decision-making process. By understanding how the other side makes decisions, you can tailor your approach to meet their needs while still achieving your objectives.