This is a tactic not many negotiators may know about, but it an extremely useful strategy. Giving multiple offers gives you the chance to make two offers that you like, and it gives more options to the other side.

It will also show you what aspect of the deal the other side is more focused on–this goes back to what they want and why. The book uses the example of giving a real estate broker two contracts to sell a home. The broker can either choose: 2.5% commission and have 3 months to sell the house or 3.5% commission and have two months to sell the house.

This also works great with siblings when splitting up chores. For example, I’ll ask my sister if she wants to vacuum the house or Swiffer the floors, and I’ll do the other task. This method is a lot better than just saying vacuum the house and I’ll Swiffer because it comes across as more flexible to the other person and makes it seem as they have more freedom in the decision.

Conclusion:

“Negotiation Genius” is an absolutely spectacular book. As a graduate business student, I have read several books about sales and closing deals, but nothing comes close to this book. It is shorter and easier to understand than any textbook on the subject, and cheaper too.

Even if you aren’t a business student, there is a ton that can be learned from this book since negotiation plays an aspect in multiple areas of one's life. A person can negotiate the price of fruit at the market, the salary at a new job, or the apartment chores with their roommate.

The book also covers key lessons such as negotiation from a position of weakness, ethical dilemmas in negotiating, and negotiating with an irrational person.

The book is about 350 pages long, but the authors use a lot of interesting real-world examples that keep readers engaged chapter after chapter.



Rating: 5/5 stars

If you’re interested in reading the book, click here or on the image below!