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Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman.

By: Contributor(s): Material type: TextTextPublication details: New York, N.Y. : Bantam Books, 2007.Description: 343 p. ; 24 cmISBN:
  • 9780553384116 (pbk)
Subject(s): DDC classification:
  • 658.4/052 22
LOC classification:
  • HD58.6 .M35 2007
Online resources:
Contents:
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.
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Holdings
Item type Current library Call number Status Date due Barcode
Book Book Indian Institute of Management Visakhapatnam 658.4/052 (Browse shelf(Opens below)) Available 001947

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.

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