Summary of "Negotiation Genius"
How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
by Deepak Malhotra and Max Bazerman

• Negotiating well is a skill, not an innate talent, but it takes lots of preparation.
• To learn to be a negotiation genius, work systematically on your negotiation skills and learn from your experiences.
• Identify your “best alternative to a negotiated agreement” (BATNA) and “reservation value” (or lowest acceptable result), and those of the other party.
• These will determine your “zone of possible agreement” (ZOPA).
• Rather than just making a deal, claim as much available value as possible.
• Look for ways to create value by building trust and negotiating creatively.
• Every negotiation is distorted by bias. To negotiate well, plan to adjust for these biases. Work systematically to understand and eliminate your biases.
• Most people don’t mean to be dishonest or irrational. What you see instead is egocentrism, social pressure, and hidden constraints or motives.
• Frame your offers to take advantage of the “psychology of influence.”
• You can’t negotiate everything and sometimes you should not negotiate.

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