The "walk-away point"—the highest or lowest price you will accept before choosing your BATNA. Psychological Insights and Rules
When you hit an impasse (e.g., "I think sales will be $1M; you think $500K"), don't argue. Bet on it. A genius writes a contingency: "If sales exceed $700k, you get a bonus. If below, I get a rebate." The Negotiation Genius PDF argues that contingencies turn disagreements into mutual learning tools. negotiation genius pdf
Detailed summaries and guides for Negotiation Genius are available on platforms like ReadinGraphics , Shortform , and The Power Moves . Book Summary - Negotiation Genius (Malhotra and Bazerman) The "walk-away point"—the highest or lowest price you
If you are looking for the PDF as a reference, we encourage you to buy the hardcover. It is a textbook that belongs on your desk, not just a file on your hard drive. Master these principles, and you will never haggle over price again—you will architect value. A genius writes a contingency: "If sales exceed
This is where the "Genius" part comes in. Malhotra and Bazerman synthesize decades of cognitive psychology. If you skim the , go straight to the chapter on Cognitive Biases .