Negotiation: The Game Has Changed

by Max H. Bazerman

From the world’s leading expert on negotiation, an essential guide to negotiating in any situation—whether over Zoom, across political and cultural divides, or during a supply chain crisis

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 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.

Genres: Business, Nonfiction

240 pages, Hardcover

Published January 14, 2025

About the author

Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the Co-Director of the Center for Public Leadership at the Harvard Kennedy School. Max's research focuses on decision making, negotiation, and ethics. He is the author, co-author, or co-editor of twenty books and over 200 research articles and chapters. His latest book, The Power of Noticing: What the Best Leader See, is now available from Simon and Schuster.

Reviews

[Hodjat ghoreishi · Rating 4 out of 5]

کتاب تخصصی مذاکره هست و نویسنده کتاب هم یکی از برجسته‌ترین اساتید مذاکره در دنیاست.

[Francis Tapon · Rating 5 out of 5]

Max Bazerman's audiobook, "Negotiation: The Game Has Changed," is like a GPS for navigating modern negotiation's wild, unpredictable terrain—especially now that we’re all negotiating from our living rooms in pajamas!

With the world turned upside down by COVID-19, Zoom fatigue, and political drama that could rival a soap opera, Bazerman serves up a buffet of fresh negotiation techniques that are more relevant than ever.

Adapting to New Realities
Gone are the days when you could smile and shake hands over a deal. Now, you might be negotiating with someone still mute or trying to interpret cultural nuances while dodging supply chain meltdowns. Bazerman emphasizes that traditional tactics need a makeover—think of it as giving your negotiation skills a trendy new haircut to fit the current climate.

A Toolkit for Everyone
This audiobook isn’t just for the seasoned pros who can negotiate their way out of a paper bag; it’s also an approachable guide for newbies.

Whether trying to barter with your toddler over dessert or haggling for a better salary, Bazerman provides practical tools to help you navigate any negotiation scenario with finesse. It’s like having a cheat sheet for life’s little bargaining moments.

Ultimately, Bazerman's insights aim to improve bargaining outcomes and enhance relationships. After all, who wouldn’t want to negotiate peace in the family over dinner without resorting to bribery?

Disclosure: I got an ARC and went to Harvard Business School, where Bazerman teaches.

[Mehdi_diplomat · Rating 3 out of 5]

همونطور که از اسمش پیداست این کتاب به صورت تخصصی در مورد مذاکره ست. اما نه اون قدر تخصصی که مخاطب عامی مثل من ازش چیزی متوجه نشه. نکته جالبی که باعث شد من این کتاب رو تا انتها ادامه بدم و بخونمش این بود که مثل خیلی دیگه از کتاب های مذاکره نیومده بود در مورد چیزهایی مثل زبان بدن صحبت کنه و یا یه سری حکم کلی بده و بره.

بلکه به جای اون اومده بود و یه سری استراتژی های کلی رو اموزش داده بود تا ما بر اساس شرایط و ویژگی های مذاکره و طرف مقابلمون بریم سراغ اون ها.

چیزی که من از توی این کتاب به خاطرم موند، ازش یاد گرفتم احتمالا بتونم ازش در اینده هم استفاده کنم مفهومی با عنوان بزرگتر کردن کیک ارزش افزوده است. این موضوع میگه برای به دست اوردن چیزهایی که میخوای یه سری چیزهایی که برات کم اهمیت تره رو وارد بازی کن.

از بقیه چیزهایی که نویسنده توی این کتاب در موردش صحبت میکنه که برای من جالب بود میشه به چیزهایی مثل لنگر گاه قیمتی، تغییر زمین بازی، نظریه بازی ها و… اشاره کرد.

به طور کلی اگر بیزنس دارین (یا حتی اگر ندارین) و میخواین یه چیزهایی مقدماتی ای در مورد مذاکره بدونین (که باید بدونین) این کتاب میتونه براتون مفید باشه چون توش خبری از اصطلاحات پشت سر هم علمی و مارکتینگی نیست و به شکل ساده ای نوشته شده هر چند به نظر من توی خیلی از قسمت هاش صحبت ها تکراری و کسالت اور شده بود.

این کتاب رو نشر نوین با ترجمه مجید مجیدی و یه مقدمه از محمدرضا شعبانعلی چاپ کرده که همین موضوع توی فروش چندین برابری این کتاب خیلی تاثیر گذار بوده!



در مورد بقیه کتاب هایی که امسال خوندم هم اینجا نوشتم :)

[Riley Forester · Rating 4 out of 5]

Negotiation: The Game Has Changed

I want to take this class at Harvard, but the high costs are a show stopper. Instead, I opted to read books written by the Professor.

I learned the “behavioral economics” behind decision-making in negotiation.

My three biggest takeaways are:

1. Contingent contracts are the preferred approach when dealing with uncertainty. Often, people are overconfident about their products or abilities. Motivating with a lower starting price and bonuses is a win-win situation. The author provides details of Dennis Rodman’s contingent contract for the 1996 Bulls season, stating that he would only receive payment if he actually attended games. It worked!
2. Focus on making the pie bigger, not on how much of the pie you can get. This is a bit theoretical, but trading points make the pie bigger and win-win negotiations.
3. Anchoring is extremely effective, but in real world scenarios, it shouldn’t be too extreme. The author used the cautionary tale of baseball player Matt Hattington, The Rockies offered $3.7+ million, but Harrington and his agent held out for more. The deal collapsed. Harrington re-entered the draft four more times (2001–2004) and was picked progressively lower each time. He never signed a contract with any MLB team and never played a major league game.

[Kevin Stecyk · Rating 5 out of 5]

Outstanding Negotiation Book

Negotiation: The Game Has Changed is my first Max H. Bazerman book. After finishing Negotiation, I have ordered several of his prior books.

Negotiation is an art with lots of nuance. I appreciate the Bazerman’s emphasis on growing the pie. Looking beyond your immediate objectives to see whether there may be a larger prize is invaluable.

And I also greatly appreciate Bazerman’s discussion of baseball arbitration where the two sides must submit their best offer to an arbitrator that will choose one of the offers without modification. That approach certainly brings focus and clarity. And with some good fortune, both sides will coalesce around a mutually agreeable solution without having to involve an arbitrator.

Overall, I rate this book as outstanding.

[Amy apple · Rating 5 out of 5]

I’ve never read a book on negotiation before, nor studied it at uni or anything so this book was a fresh train of thought and skills that I enjoyed learning about.

The book had practical, applicable ideas and suggestions for a multitude of situations and circumstances.

The language was easy to understand and follow with great examples of better understanding.

Some things outlined gave me “ah ha” moments because I’ve don’t similar things or had the same thought process before without realising it was negotiation.

A quick, easy to follow read that I recommend for anyone and everyone. It may even warrant a re-read.

Thank you NetGalley for this ARC.

[Rohham Farzadnia · Rating 4 out of 5]

این کتاب توسط نشر نوین و با ترجمه «مجید مجیدی» به‌تازگی منتشر شده.

به‌نظرم پیشگفتار محمدرضا شعبانعلی برای این کتاب، گویای همه‌چیزه:

چه‌چیز دیگری را می‌توان محور آخرین کتاب بیزرمن دانست؟ جواب کاملا شفاف و مشخص است: بستر، زمینه و حاشیه مذاکره.
اگر بخواهیم تمام حرف بیزرمن از ابتدا تا انتهای این کتاب را در سه جمله خلاصه کنیم، می‌شود چنین گفت که:
«چشم‌بسته حکم ندهید و به بستر و شرایط مذاکره نگاه کنید. مطمئن‌ترین قاعده‌ها و توصیه‌ها هم ممکن است در یک مذاکره درست و در مذاکره‌ای نادرست باشند.»
قطعا خوانند می‌پرسد :«معیار تشخیص چیست و از کجا بدانم که چه زمانی به سراغ کدام توصیه بروم؟»
این دقیقا همان سوالی است که بیزرمن برای پاسخ‌دادن به آن، کتاب پیش‌روی شما را نوشته است.

[Cristina Elena | LaaA · Rating 4 out of 5]

This is a good book to get familiar with the perceptions on modern / current approaches to negotiation.