Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond /
Malhotra, Deepak, 1975-
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman. - New York, N.Y. : Bantam Books, 2007. - 343 p. ; 24 cm.
Includes bibliographical references and index.
Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world -- Negotiating in the real world. Strategies of influence; Blind spots in negotiation; Confronting lies and deception; Recognizing and resolving ethical dilemmas; Negotiating from a position of weakness; When negotiations get ugly: dealing with irrationality, distrust, anger, threats, and ego; When not to negotiate; Putting it into practice -- Glossary.
9780553384116 (pbk)
2007019718
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication--Moral and ethical aspects.
Conflict management.
HD58.6 / .M35 2007
658.4/052
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman. - New York, N.Y. : Bantam Books, 2007. - 343 p. ; 24 cm.
Includes bibliographical references and index.
Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world -- Negotiating in the real world. Strategies of influence; Blind spots in negotiation; Confronting lies and deception; Recognizing and resolving ethical dilemmas; Negotiating from a position of weakness; When negotiations get ugly: dealing with irrationality, distrust, anger, threats, and ego; When not to negotiate; Putting it into practice -- Glossary.
9780553384116 (pbk)
2007019718
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication--Moral and ethical aspects.
Conflict management.
HD58.6 / .M35 2007
658.4/052