Books Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Book by Deepak Malhotra and Max H. Bazerman

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

By Deepak Malhotra & Max H. Bazerman

Overview

Negotiation Genius is a highly practical book that equips readers with mental habits, frameworks, and evidence-based strategies to transform the way they approach negotiation. Drawing on decades of behavioral research and experience with thousands of business clients at Harvard Business School, Malhotra and Bazerman show that anyone can become an effective negotiator—regardless of their starting skill level or the difficulty of the situation123.

Key Principles and Takeaways

Preparation as the Foundation

Genius negotiators systematically prepare by analyzing interests, alternatives, potential obstacles, and creative solutions before walking into a discussion.

“What appears to be genius actually reflects careful preparation, an understanding of … negotiation … and the ability to structure and execute negotiations strategically and systematically.”4

Investigative Negotiation

Approach negotiations like a detective: seek to understand not just positions, but the underlying motivations and constraints of all parties54.

Gather information through skilled questioning and attentive listening, rather than relying solely on assumptions or surface-level bargaining.

Strategic Tactics

Identify negotiation opportunities where others see none.

Discover the truth—even when the other party is evasive.

Negotiate effectively from positions of perceived weakness.

Neutralize hardball tactics such as threats, ultimatums, and deception.

Turning Obstacles into Opportunities

Defuse tension through empathy, silence, and reframing.

Negotiate ethically and build trust, even when the other side may not reciprocate immediately.

Recognize when to walk away—sometimes, the best deal is no deal.

Influence and Persuasion

Use proven influence techniques to overcome resistance and shape perceptions without manipulation or unethical behavior.

“A good negotiator plays the game well; a negotiation genius changes the nature of the game itself.”4

Creating and Claiming Value

Move beyond “dividing the pie” to enlarging it: find creative ways for both parties to win more than either expected.

Use data, objective standards, and thorough preparation to support proposals and resolve impasses.

Table of Core Skills

Structure and Tools

Real-World Case Studies
The book includes numerous case studies and stories to show how successful negotiators change the nature of the negotiation rather than just participate in it5.

Actionable Frameworks
Readers receive talking points, preparation checklists, and “when not to negotiate” guidance for even the toughest scenarios16.

Author Highlights

Deepak Malhotra is Eli Goldston Professor at Harvard Business School and a renowned authority in negotiation and conflict resolution.

Max H. Bazerman is Jesse Isidor Straus Professor at Harvard and an expert in decision making, behavioral economics, and negotiations34.

Who Should Read This Book?

Professionals involved in business deals, hiring, or purchasing

Anyone facing tense workplace negotiations, personal disputes, or high-stakes bargaining situations

Readers seeking to shift from good to truly exceptional negotiation results using practical, ethical, and repeatable methods

Featured Endorsements

“It’s the most comprehensive, wise, practical book on the subject I’ve ever seen.”
— Stephen R. Covey, author of The 7 Habits of Highly Effective People 1

“With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel.”
— Brian McGrath, Global Vice President, Johnson & Johnson 1

Negotiation Genius delivers a complete toolkit for overcoming obstacles and securing outstanding results at the bargaining table and beyond—anchored in deep research and told through accessible, real-life examples123.

1 BOOK