Résumé de Negotiation Genius

In Negotiation Genius, Harvard Business School professors Deepak Malhotra and Max Bazerman argue that outstanding negotiators are made, not born, and that their advantage comes from systematic preparation and psychological insight rather than innate charisma. Drawing on experimental research and the authors' consulting experience, the book targets everyday bargaining situations—salary discussions, business deals, and disputes—as well as high-stakes negotiations. A central framework distinguishes distributive bargaining, where one side's gain is the other's loss, from integrative negotiation, which seeks to create value before claiming it. The authors stress identifying each party's interests rather than fixating on stated positions, and they introduce the concept of the "negotiation genius" as someone who expands the pie through trades across differently valued issues. They also explore the myth of the fixed pie, the pitfalls of anchoring and adjustment, and the dangers of partisan perceptions, in which each side believes its own conduct is fairer than the other's. The book examines common mistakes such as negotiating with the wrong person, failing to uncover the other side's constraints, and letting emotions or ego drive escalation. It offers tactics for handling difficult negotiators, including ultimatums and threats, and for responding to deception by asking probing questions rather than making accusations. Chapters address when to walk away, how to negotiate on behalf of others, and how to repair broken talks. Throughout, Malhotra and Bazerman emphasize preparation, empathy, and creativity, presenting negotiation as a learnable skill grounded in evidence rather than intuition.