| Contacts: | Kerry Parke, kparke@hbs.edu, (617) 495-6931 |
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New Book Provides Real-World Strategies for an Edge at the Bargaining Table
Two HBS experts help readers become "negotiation geniuses"
BOSTON - Whether you are involved in a multimillion-dollar deal or just want to improve your next salary offer, polished negotiation skills are key. A new book by Harvard Business School Associate Professor Deepak Malhotra and Professor Max Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (Bantam Books), draws on decades of behavioral research plus the experience of thousands of business clients to take the mystery out of preparing for and executing negotiations.
What makes a negotiation genius? They are people 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.
Negotiation Genius provides detailed strategies and talking points that work even when the other side is hostile, unethical, or more powerful. The book also helps readers develop an "action plan" for their next negotiation encounter, so that they know what they need to do and why.
"Whether your passion is sports, politics, or business, negotiations are an integral part of your world, said Andy Wasynczuk, a senior lecturer at Harvard Business School and former chief operating officer of the New England Patriots. Negotiation Genius offers an insightful and entertaining perspective on the negotiation process, plus - even more important-highly effective and relevant advice for conducting negotiations day-to-day."
Malhotra and Bazerman teach in the Harvard Business School Executive Education program Changing the Game: Negotiation and Competitive Decision Making, which will run March 30-April 4, 2008, and July 27-August 1, 2008. The program examines decision-making challenges and offers new insights and research in the areas of decision making. Participants create a personalized agenda for change - both for themselves and for their organization.
About the AuthorsDeepak Malhotra is an Associate Professor of Business Administration in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches Negotiation in the MBA program and in a wide variety of Executive Education programs including the Advanced Management Program (AMP), the Owner/President Management Program (OPM), Changing the Game, Strategic Negotiation, and Families in Business. Malhotra's research focuses on negotiation strategy, trust development, international and ethnic dispute resolution, and competitive escalation, and he has been published in top journals in the fields of management, psychology, and conflict resolution. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. In addition, he is formally affiliated with various schools and departments within Harvard University including the John F. Kennedy School of Government, the Psychology Department, the Institute for Quantitative Social Sciences, the Harvard University Center on the Environment, and the Program on Negotiation at Harvard Law School. In his prior position at Northwestern University's Kellogg Graduate School of Management, Bazerman was the founder and director of the Kellogg Environmental Research Center. He is currently on the board of a number of organizations. About Harvard Business School
Founded in 1908 as part of Harvard University, Harvard Business School (www.hbs.edu) is located on a 40-acre campus in Boston. Its faculty of more than 200 offers full-time programs leading to the MBA and doctoral degrees, as well as more than 70 Executive Education programs. For almost a century, HBS faculty have drawn on their research, their experience in working with organizations worldwide, and their passion for teaching to educate leaders who have shaped the practice of business around the globe.