Max Bazerman & Deepak Malhotra
As the book emphasizes the importance of knowing a person and the context of the other party's background, beyond the traditional view of negotiations as zero-sum games, the authors recommend certain strategies to better prepare people for negotiations. They specify some fundamentals that bring out the key learning elements used to achieve the goal. The authors stress to the planners the necessity for agreements about the issues rather than just occupying positions. They further argue that the relationships in negotiation should be considered as well, which they call team building. Moreover, Malhotra and Bazerman concentrate on both emotional and inventive perspectives, and at the same time, they give the nudge to the readers to 'move outside the box' instead of being limited.
Professionals who engage in negotiation as a core part of their roles, such as salespeople, business leaders, consultants, and anyone involved in deal-making or client relationship management; those in managerial positions who want to build trust and strengthen partnerships through negotiation; readers who already possess some foundational sales or interpersonal skills but are seeking to elevate their negotiation capabilities.
Ask second-level questions to move beyond surface demands. The real negotiation happens beneath what’s said.
Know your best alternative before entering the room—but use it as silent power, not a threat.
Offer multiple equivalent proposals. It reveals priorities without direct confrontation—and builds trust.
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