Negotiation Genius August 18, 2008 (Bantam Books, $15.00)
Contrary to what many people think, negotiation is a science, rather than an art form. As such, negotiation remains widely misunderstood. Many people figure they should always pursue a "win-win" resolution and that both parties will honestly work together at the bargaining table. However, this starry-eyed idea overlooks the fact that you’ll often come across unscrupulous people from time to time in business. In Negotiation Genius, Deepak Malhotra and Max H. Bazerman, leaders at Harvard Business School, show you how to outmaneuver unprincipled individuals and address the most important questions. In laying out strategies on how to tackle challenging scenarios—such as ultimatums and dishonesty—the authors highlight the fact that there are often systematic ways to still negotiate successfully.
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