Max Bazerman

Negotiation Genius

1. IDEA 1

   Know your best alternative

   Malhotra and Bazerman explain that every negotiator should understand their best alternative if no deal is reached. This alternative sets the point beyond which saying no is better than agreeing.

2. IDEA 2

   Find the zone of agreement

   The authors describe the range between what each side is willing to accept. If this zone exists, a deal is possible, and good negotiators try to estimate it before talks begin.

3. IDEA 3

   Create value, not just claim it

   The authors argue that negotiations are not only about dividing a fixed pie. By trading on issues that matter differently to each side, negotiators can make both parties better off.

All 8 ideas from Negotiation Genius →