Negotiation Genius audiobook cover - How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Negotiation Genius

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

Deepak Malhotra & Max H. Bazerman

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Categories:
Management & LeadershipCommunication SkillsCareer & SuccessPsychology

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Negotiation Genius
Preparation & Strategy+
Overcoming Cognitive Biases+
Handling Curveballs+
Emotions & Walking Away+

Quiz — Test Your Understanding

Question 1 of 6
In negotiation preparation, what is the significance of the Zone of Possible Agreement (ZOPA)?
  • A. It represents the absolute minimum value you are willing to accept before walking away.
  • B. It defines your best alternative option if the current negotiation falls apart.
  • C. It is the range within which both negotiating parties can find a mutually agreeable deal.
  • D. It is the psychological space where a negotiator successfully overcomes their cognitive biases.
Question 2 of 6
A negotiator who fixates on immediate, obvious benefits like the number of clients a deal brings, while ignoring less obvious factors like corporate culture compatibility, is falling victim to which cognitive pitfall?
  • A. Fixed-pie bias
  • B. Vividness bias
  • C. Egocentrism
  • D. Overconfidence bias
Question 3 of 6
How does the 'veil of ignorance' principle help negotiators overcome egocentrism?
  • A. By encouraging them to make fairness assessments without focusing on which side of the table they are on.
  • B. By having a trusted colleague act as a 'devil's advocate' to challenge their assumptions.
  • C. By forcing them to temporarily ignore the counterpart's demands until their own baseline needs are met.
  • D. By keeping their Best Alternative to a Negotiated Agreement (BATNA) strictly hidden from the other party.
Question 4 of 6
According to the text, what is the most effective strategic response when a counterpart issues a threat or ultimatum?
  • A. Respond immediately with a counter-threat to establish a position of strength.
  • B. Cut your losses and exit the negotiation to avoid being manipulated.
  • C. Make a minor concession to de-escalate the tension and save the deal.
  • D. Use strategic patience by asking them to clarify their stance and the reasons behind the threat.
Question 5 of 6
When you suspect a counterpart is acting dishonestly, what approach does the text recommend to expose their deception?
  • A. Confront them immediately with the evidence of their lie to gain the upper hand.
  • B. Take your time, ask open-ended questions, and observe their responses for inconsistencies.
  • C. Walk away from the negotiation immediately, as trust cannot be rebuilt.
  • D. Mirror their dishonest behavior to level the playing field and protect your interests.
Question 6 of 6
Why should you avoid labeling a negotiation counterpart as 'irrational' when their decisions seem to make no sense?
  • A. Because calling them irrational will trigger their vividness bias and stall the negotiation completely.
  • B. Because it is usually a deliberate tactic they are using to force you to reveal your reservation value.
  • C. Because their seemingly illogical decisions are often driven by missing information, hidden constraints, or undisclosed interests.
  • D. Because irrationality is a highly effective negotiation strategy that you should attempt to mirror rather than dismiss.

Negotiation Genius — Full Chapter Overview

Negotiation Genius Summary & Overview

Negotiation Genius (2007) equips you with the tools to master the art of negotiation in any scenario. Discover how to decode your counterpart's motives, debunk common negotiation myths, and pivot around obstacles like a pro. Your deal-making skills will never be the same.

Who Should Listen to Negotiation Genius?

  • Business leaders seeking strategic negotiation skills
  • Law professionals in arbitration and mediation
  • Sales teams aiming for win-win outcomes

About the Author: Deepak Malhotra & Max H. Bazerman

Deepak Malhotra is a Harvard Business School professor and award-winning author of titles such as Negotiating the Impossible. Named Business School Professor of the Year in 2020, he advises CEOs globally and governments on conflict resolution.

Max Hal Bazerman is a renowned researcher and the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. With influential works like Better, Not Perfect and The Power of Experiments, he received the Lifetime Achievement Award from the Academy of Management in 2019.

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