by Deepak Malhotra and Max Bazerman
Malhotra and Bazerman argue that great negotiators are made, not born, and that anyone can become a negotiation genius by systematically overcoming biases of the mind and heart. They layer behavioural decision research onto Harvard-style principled negotiation, with chapters on claiming value, creating value, and investigative negotiation.
In this collection, Negotiation Genius references 3 other books.
It draws on Influence, Blink and Stumbling on Happiness.
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Builds a chapter on strategies of influence directly around Cialdini's six principles from Influence, applied to bargaining tactics
Uses Gladwell's Blink research on thin-slicing and snap judgements to illustrate how intuition misleads negotiators under time pressure
Cites Gilbert's Stumbling on Happiness research on impact bias when explaining why negotiators systematically misforecast how much winning will satisfy them
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