000			01964cam a2200337 a 4500
001			14846938
003			OSt
005			20240524170151.0
008			070511s2007 nyu b 001 0 eng
010			_a 2007019718
020			_a9780553384116 (pbk)
040			_aDLC _cIIMV _dDLC
050	0	0	_aHD58.6 _b.M35 2007
082	0	0	_a658.4/052 _222
100	1		_aMalhotra, Deepak, _d1975- _933371
245	1	0	_aNegotiation genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra, Max H. Bazerman.
260			_aNew York, N.Y. : _bBantam Books, _c2007.
300			_a343 p. ; 24 cm.
504			_aIncludes bibliographical references and index.
505	0		_aBecoming 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.
650		0	_aNegotiation in business.
650		0	_aNegotiation. _933372
650		0	_aMiscommunication. _933373
650		0	_aInterpersonal communication _xMoral and ethical aspects. _933374
650		0	_aConflict management. _930849
700	1		_aBazerman, Max H. _933375
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0718/2007019718.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cBK
999			_c6228 _d6228