Negotiation Genius Discussion Questions

Book Reff: Negotiation Genius by Deepak Malhotra and Max H. Bazerman

1. What did you think about how Roosevelt's campaign manager handled the situation with the photographer? What would you have done differently?

2. Do you think that Connie Vega was the better negotiator? Why?

3. What are three factors that were part of the negotiation for Moms.com? How could one of these factors been better utilized in negotiation?

4. In what way did the Republicans or Democrats use Nader's campaign to their advantage in 2000 and 2004?

5. What are the pitfalls of a fixed-pie mind-set?

6. When are we more likely to make concessions and compromise? Why?

7. What concepts learned from To Sell is Human can be applied to our illusions of superiority?

8. How does System 2 thinking differ from System 1 thinking and which is better in negotiation?

9. How did the offer to chaperone juvenile delinquents at the zoo seem compelling?

10. Name an example of social proof.

11. How did American and United handle the possibility to acquire USAir in the 1990s?

12. Which alternative to lying do you think would be easiest to deploy? 13. What are two ways to practice ethical behavior?

14. How did Lee Iacocca curb the competition in 1986?

15. How should the Harvard professor have handled his need for manure?