Books by Max Bazerman
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The most popular books by Max Bazerman on 12min
Negotiation Genius
Max Bazerman
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.
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