“Negotiators who are quick to label the other party ‘irrational’ do so at great potential cost to themselves,” say HBS professors Deepak Malhotra and Max H. Bazerman. Their new book, Negotiation Genius, combines expertise in psychology with practical examples to show how anyone can improve dealmaking skills. In this excerpt, Malhotra and Bazerman describe what to do when the other party’s behavior does not make sense.
Content: Article
Authors: Deepak Malhotra, Max H. Bazerman
Source: Harvard Business School (HBS) Working Knowledge
Subject: Negotiation
Authors: Deepak Malhotra, Max H. Bazerman
Source: Harvard Business School (HBS) Working Knowledge
Subject: Negotiation
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