A Simple Negotiation Tactic as Recommended by Harvard Professor Max Bazerman

Here is an excerpt from 250words.com on a simple negotiation tactic as recommended by Harvard Professor Max Bazerman followed by a book review on The Power of Noticing: What the Best Leaders See by Max Bazerman.

This is an experiment to test of your judgment and decision making skills. Thank you for participating. Please answer the question to the best of your abilities.

Imagine that you’re trying to sell a ’94 Accord with 100,000 miles. It needs a water pump and a timing belt, and the repairs will cost about $500. Which option would be more appealing to a potential buyer?

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  1. You fix the car and explain to the buyer: “And by the way, I just spent $500 to replace the water pump and the timing belt.”
  2. You don’t fix the car and explain to the buyer: “I happen to know that it needs a water pump and a timing belt, and I’m going to knock $500 off the price.

Take a moment to think about it.

In August, I interviewed Max Bazerman, the author of The Power of Noticing: What the Best Leaders See See and the Straus Professor at the Harvard Business School. Bazerman is an expert in negotiation and decision making. (See his book recommendations, “7 Books Every Leader Should Read.”)

The preceding test is not an imagined experiment but a real scenario involving a woman trying to sell her ’94 Accord. The woman called Car Talk, one of the most popular shows in the history of National Public Radio, and asked co-hosts Tom and Ray Magliozzi for advice. The Magliozzi’s in turn called Bazerman.

See full article by 250words.com

Max Bazerman – The Power of Noticing: What the Best Leaders See – Description

The Power of Noticing: What the Best Leaders See by Max Bazerman

From Harvard Business School Professor and Co-Director of the Harvard Kennedy School’s Center for Public Leadership: A guide to making better decisions, noticing important information in the world around you, and improving leadership skills.

Imagine your advantage in negotiations, decision-making, and leadership if you could teach yourself to see, and evaluate, information that others overlook. The Power of Noticingprovides the blueprint for accomplishing precisely that. Max Bazerman, an expert in the field of applied behavioral psychology, draws on three decades of research and his experience instructing Harvard Business School MBAs and corporate executives to teach you how to notice and act on information that may not be immediately obvious.

Drawing on a wealth of real-world examples, from the Challenger Space Shuttle disaster to Bernie Madoff’s Ponzi scheme, Max Bazerman diagnoses what information went ignored in these situations, and why. Using many of the same case studies and thought experiments designed in his executive MBA classes, he challenges readers to explore their cognitive blind spots, identify any salient details they are programmed to miss, and then take steps to ensure it won’t happen again. While many bestselling business books have explained how susceptible to manipulation our irrational cognitive blindspots make us, Bazerman helps you avoid the habits that lead to poor decisions and ineffective leadership in the first place. His book provides a step-by-step guide to breaking bad habits and spotting the hidden details that will change your decision-making and leadership skills for the better, teaching you to: pay attention to what didn’t happen; acknowledge self-interest; invent the third choice; and realize that what you see is not all there is.

With The Power of Noticing at your side, you can learn how to notice what others miss, make better decisions, and lead more successfully.

Max Bazerman – The Power of Noticing: What the Best Leaders See – Review

“Books on leadership seem too numerous to count. But, occasionally, one contributes something to the field that is truly important and genuinely new. With its lucid description of the rarified—but learnable—skill of noticing correctly, this book is undeniably one.” (Robert B. Cialdini, author of Influence)

The Power of Noticing makes you better at anything and everything you do – whether in business, law, sports, politics, education, art, medicine, or any other field. Max Bazerman offers not only a lively and engaging book but a challenge and roadmap to live, see, and work with more honesty, vision, and purpose. By resisting the conventional “how-to” tip list, in favor of creating a more powerfully elevated consciousness, this book satisfies the deepest human need for finding the elusive truths that are the keys to success.” (Billy Shore, Founder and Director, Share Our Strength)

“Important new ideas are rare in discussions of flaws of executive performance, but Max Bazerman has one. In a compellingly readable book he illustrates the consequences of failing to notice signs of impending disaster, and he teaches executives how to practice vigilance.” (Daniel Kahneman, author of Thinking, Fast and Slow and winner of the Nobel Prize.)

“Many books promise to change the way you see the world – this fascinating, provocative tour into the mind and research of one of the world’s preeminent noticers actually lives up to the claim.” (Michael Norton, co-author of Happy Money: The Science of Smarter Spending)

“Max Bazerman is one of the most creative, brilliant, and constructive social scientists on the planet. The Power of Noticing, on the importance and power of noticing, is a game-changer. Notice it!” (Cass Sunstein)

“In this book that will suit fans of Dan Ariely and Malcolm Gladwell, Harvard Business School professor Max Bazerman… describes how we fail to notice the most important details around us.” (Publishers Weekly)

“There are countless theories in the field of behavioral psychology regarding the biases that restrict our awareness, but Max Bazerman is artful at the nonacademic delivery of the fruits of academia. He makes a convincing case for a handful of valuable tools we can deploy to reap the benefit or dodge the bullet, if only we would take the time.” (Kirkus)

“This excellent book is a must-read for leaders and aspiring leaders.” (Booklist)

The Power of Noticing hits home, bolstered by Max Bazerman’s connections.” (South China Morning Post)

“[A] refreshingly powerful book that uncovers techniques and pointers that many of us have never even considered… fun, shocking, a breack from hard-core business cookbooks. ” (Blue Heron Journal)

“A guide to making better decisions, noticing important information in the world around you, and improving leadership skills.” (Value Walk)

“Bazerman’s book is not only descriptive, but an effort to turn the reader into a ‘first-class noticer.'” (First Things)

About the Author

Max Bazerman is the codirector of the Center for Public Leadership at the Harvard Kennedy School, the Straus Professor at the Harvard Business School, and the author of numerous books, including Negotiation Genius with Deepak Malhotra, Blind Spots with Ann E. Tenbrunsel, and Judgment in Managerial Decision Making with Don A. Moore. He has taught, advised companies, and consulted to governments in thirty countries. He is on numerous editorial boards. He received an honorary doctorate from the University of London, the Life Achievement Award from the Aspen Institute’s Business and Society Program, and the Distinguished Educator Award from the Academy of Management, among many other awards.