From the world's leading expert on negotiation, an essential guide to negotiating in any situation-whether over Zoom, across political and cultural divides, or during a supply chain crisis
The world has changed dramatically in just the past few years-and so has the game of negotiation. COVID-19, Zoom, political polarization, the online economy, increasing economic globalization, and greater workplace diversity-all have transformed the who, what, where, and how of negotiation. Today, traditional negotiating tactics, while still effective, need to be tailored to vastly different situations and circumstances. In Negotiation: The Game Has Changed, legendary Harvard Business School professor Max Bazerman, a pioneer in the field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face-from negotiating across cultural and political differences to trying to reach an agreement over Zoom or during a supply chain crisis.
Negotiation offers a groundbreaking new way of thinking about the importance of the unique context of any negotiation-and when and how it should influence how you negotiate. At the same time, the book provides a concise and expert overview of essential negotiating techniques for anyone new to the subject or who wants a refresher. The result is a must-read-a powerful toolkit for successfully negotiating in a world where the game of negotiation has changed. Max H. Bazerman is a bestselling author and the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. His many books include Negotiation Genius (with Deepak Malhotra), Negotiating Rationally (with Margaret A. Neale), Complicit: How We Enable the Unethical and How to Stop (Princeton), and Blind Spots: Why We Fail to Do What's Right and What to Do about It (with Ann E. Tenbrunsel) (Princeton). "An unusually thought-provoking, unusually useful read on negotiating effectively. Max Bazerman is the father of evidence-based bargaining, and this book builds an important bridge between science and practice. It won't just improve your results-it will enrich your relationships too."-Adam Grant, #1 New York Times bestselling author of Hidden Potential: The Science of Achieving Greater Things
"This outstanding book will help you navigate the complexities of modern negotiation, teaching you how to adjust your strategy to your context. Written by a pioneering researcher and teacher, Negotiation shares both timeless principles for success at the bargaining table and insights into today's unique challenges, making it an indispensable resource."-Katy Milkman, author of How to Change: The Science of Getting from Where You Are to Where You Want to Be
"With unmatched wisdom, Bazerman has applied the facts obtained through research to the nuanced dynamics of today's changing landscape of negotiations. His book is filled with facts that will make you a better negotiator. More than that, he peppers it with interesting stories that will help you remember the facts when you are actually negotiating. Useful! Negotiation will change you for the better."-Nicholas Epley, author of Mindwise: Why We Misunderstand What Others Think, Believe, Feel, and Want
"We now live in a world where we talk over Zoom, avoid discussing politics, and worry that a factory delay on one side of the world means economic calamity on the other side. In this new world, traditional negotiation tactics aren't enough. Thank goodness Max Bazerman has put together lessons on essential negotiation strategies for today's challenges. This indispensable book equips readers with the tools to succeed, and is a must-read for both seasoned negotiators and newcomers."-Charles Duhigg, New York Times bestselling author of The Power of Habit and Supercommunicators
"An essential new take on negotiation, examining what traditional n
