Negotiation Genius

Written by two executive educators from Harvard Business School, this guide lays out the habits of mind and tested tactics behind effective bargaining. It is meant for people at every level, from those who have sat across the table many times to those who are just beginning.

The authors draw on years of behavioral research and on their work with thousands of business clients. Their approach removes the guesswork from preparing for a negotiation and carrying one out, whether the stakes are a large corporate deal or a request for a higher salary.

The book examines what sets the most skilled negotiators apart. It covers spotting bargaining chances others overlook, uncovering information an opponent wants kept hidden, negotiating from a weaker starting position, and handling threats, ultimatums, deception and other aggressive moves. It also explains how to build influence so a proposal wins support, how to reach agreements ethically while keeping trust intact, and how to recognize when walking away is the wisest choice.

Practical in tone, the book supplies detailed strategies and sample talking points for counterparts who are hostile, dishonest or more powerful. Readers finish with a concrete plan for their next negotiation and an understanding of the reasoning behind each step.