Negotiation Genius
by Deepak Malhotra and Max H. Bazerman
Harvard's framework: claiming value, creating value, investigative negotiation, biases, and strategies for lies, hardball and weak positions. Rigorous, research-backed and full of worked examples.
Read it if…
you want negotiation grounded in decision research.
See the book →
Skip it if…
you want a quick read.
Try instead: 3-D Negotiation →
Three things you will actually use
- Investigate before you propose.
- Create value before you claim it.
- Prepare for lies without assuming them.
Do this first
Read the chapter on investigative negotiation and ask five more questions than usual.
Our verdict
Research-backed negotiation.
See the book →
Compare with other Entrepreneurship books
3-D Negotiation
David A. Lax and James K. Sebenius · Entrepreneurship
Setup, design, tactics.
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