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).
“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
“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
“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
