Summary of "Negotiation Genius"
How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
by Deepak Malhotra and Max Bazerman

• Negotiating well is a skill, not an innate talent, but it takes lots of preparation.
• To learn to be a negotiation genius, work systematically on your negotiation skills and learn from your experiences.
• Identify your “best alternative to a negotiated agreement” (BATNA) and “reservation value” (or lowest acceptable result), and those of the other party.
• These will determine your “zone of possible agreement” (ZOPA).
• Rather than just making a deal, claim as much available value as possible.
• Look for ways to create value by building trust and negotiating creatively.
• Every negotiation is distorted by bias. To negotiate well, plan to adjust for these biases. Work systematically to understand and eliminate your biases.
• Most people don’t mean to be dishonest or irrational. What you see instead is egocentrism, social pressure, and hidden constraints or motives.
• Frame your offers to take advantage of the “psychology of influence.”
• You can’t negotiate everything and sometimes you should not negotiate.

Disclaimer
Video is for educational purpose only. Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing. Non-profit, educational or personal use tips the balance in favour of fair use.