– Focuses on the mechanics of deals, specifically Claiming Value (getting a bigger piece of the pie) and Creating Value (making the pie bigger for both sides). It introduces "Investigative Negotiation," where you treat the process as an exercise in information gathering rather than a battle of wills.
Their seminal work, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond , serves as a masterclass in turning conflict into collaboration. Why "Negotiation Genius" is a Must-Read negotiation genius pdf