Present three different packages of equal value to you at the same time. The option the other party prefers reveals their hidden priorities and interests. 4. Psychological Warfare: Overcoming Cognitive Biases
: Instead of just splitting the "pie," geniuses look for ways to expand it by identifying trade-offs that benefit both sides. BATNA (Best Alternative to a Negotiated Agreement) negotiation genius pdf
Ask "why" the other party wants something, not just "what" they want. Focus on motivations, not positions. Present three different packages of equal value to
, written by Harvard Business School professors and Max H. Bazerman , is a comprehensive guide to mastering both the strategy and psychology of negotiation. , written by Harvard Business School professors and Max H
Ask the same question in different ways at different times to check for consistency. The Information Trap
Your BATNA is your fallback plan if the current negotiation fails. It is your greatest source of power. A strong BATNA allows you to walk away from a bad deal, while a weak BATNA forces you to accept subpar terms. Never enter a negotiation without knowing your BATNA, and constantly work to improve it outside the negotiation room. Reservation Price
The book shines in its final chapters, discussing "Blind Spots" and irrationality. It analyzes historical blunders (like the Cuban Missile Crisis or major corporate mergers) to show how emotion clouds judgment.