Negotiation Genius brings together decades of research on how negotiators claim and create value. Two ideas are especially useful.
The first is investigative negotiation: approach a negotiation like a detective, and find out why the other side wants what it wants. That is the mindset of the Explorer in the NQ® model.
The second is the use of differences. Parties who see the future differently can build a contingent agreement, in which the outcome depends on what actually happens, instead of arguing over whose forecast is right. This is a clear example of the second key, unlock hidden value. The book is also strong on the biases that lead negotiators astray, including the assumption that the pie is fixed.
Negotiation Genius
Two Harvard professors show how ordinary negotiators achieve extraordinary results, by asking better questions and using their differences.
