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

Book by Deepak Malhotra · 3 quotes · Advantage, Alternative, Attack

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AllAdvantageAlternativeAttackBalanceBlockConfrontControlDealDemandHitInterestManeuverNeedNegotiationNegotiatorPowerRelationshipSidestepValueWalk Away

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Quotes

“By considering the context of the negotiation, the relationships involved, and your alternatives away from the table, you will become adept at identifying when to negotiate, when to accept a deal without negotiating, and when to simply walk away.”

RelationshipNegotiationDealAlternativeWalk Away
Book:Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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“Investigative negotiators confront demands the same way they confront any other statement from the other party: “What can I learn from this demand? What does it tell me about the other party’s needs and interests? How can I use this information to create and capture value?”

InterestDemandValueNeedConfrontNegotiator
Book:Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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“When you try to stop someone’s physical attack with your own physical maneuver (a block), you are pitting power against power—and the stronger party will have an advantage. But if you can sidestep the attack, you will avoid the hit, retain your balance, and remain in control of the situation.”

PowerBalanceAdvantageBlockControlAttackHitManeuverSidestep
Book:Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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