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.
“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 negotiations training includes and overlooks. Bazerman shows the true power of negotiation, enabling people to negotiate to the fullest and create value for everyone.”—Linda Babcock, coauthor of Women Don’t Ask: Negotiation and the Gender Divide
“Max Bazerman’s incredible guide to negotiating both within and across contexts left me feeling much more equipped to create and claim value at the bargaining table in every context. This research-based toolkit is a must-read that will empower anyone who needs specific tactics and that extra confidence to negotiate effectively!”—Modupe Akinola, Columbia Business School
“This urgent, essential guide from legendary negotiations expert Max Bazerman hits every negotiation scenario head-on, breaking it down and building you up with tools to take it on. The tone is wise and compassionate, and the advice is actionable and current. Make sure you always have a copy by your side.”—Dolly Chugh, author of A More Just Future: Psychological Tools for Reckoning with Our Past and Driving Social Change
“Brilliantly, Max Bazerman highlights the need to adapt proven concepts of effective negotiation to new contexts involving culture, politics, relationships, economic strengths, and communication modes. Brilliantly, again, he doesn’t just show us the need for this tailoring process; he also shows us how to do it optimally. The result is a tour de force presentation of the ways to apply negotiating wisdom wisely.”—Robert Cialdini, New York Times bestselling author of Influence
“Negotiation is essential reading for anyone navigating today’s complex negotiation landscape. Max Bazerman, one of the foremost authorities on negotiation, provides a new playbook for dealing with the economic, political, and cultural shifts reshaping the art of dealmaking. He blends timeless wisdom with innovative strategies, equipping readers to negotiate effectively in any context. Whether you’re a seasoned professional or new to the negotiating table, Negotiation will revolutionize how you create and claim value in our rapidly changing world.”—Michele Gelfand, Stanford Graduate School of Business
“Max Bazerman is a giant in the study of negotiation and has written some of the most important and influential books on the subject. In this one, he has surpassed his own genius to address the most frequent question people have when they learn the principles of negotiation: but how does this apply to my situation? With memorable examples and wonderful anecdotes, Bazerman shows how. This book should be required reading for anyone who wants better collaborations and outcomes in their professional and personal relationships.”—Don A. Moore, author of Perfectly Confident: How to Calibrate Your Decisions Wisely
“Max Bazerman is the apex negotiator among the world’s most renowned negotiation experts—and his new book is a revelation. With his groundbreaking insights and meticulously researched strategies, he offers a masterclass in the art of negotiation in the postpandemic landscape. This book is essential for anyone who aims to negotiate not just for advantage but to create value and achieve mutual success.”—Leigh Thompson, author of Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table
