Negotiation genius :
Malhotra, Deepak, 1975-
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / How to overcome obstacles and achieve brilliant results at the bargaining table and beyond. Deepak Malhotra, Max H. Bazerman. - Bantam trade paperback ed. - New York, N. Y. : Bantam Dell Pub. Group, 2008. - 343 p. ; 23 cm.
"Harvard Business School." "Bantam Books."
Introduction: becoming a negotiation genius. The negotiator's toolkit. Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- The psychology of negotiation. 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; The path to genius -- Glossary.
9780553384116 0553384112
2007019718
Negotiation in business.
Negotiation.
Business.
HD58.6 / .M35 2008
658.4052
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / How to overcome obstacles and achieve brilliant results at the bargaining table and beyond. Deepak Malhotra, Max H. Bazerman. - Bantam trade paperback ed. - New York, N. Y. : Bantam Dell Pub. Group, 2008. - 343 p. ; 23 cm.
"Harvard Business School." "Bantam Books."
Introduction: becoming a negotiation genius. The negotiator's toolkit. Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- The psychology of negotiation. 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; The path to genius -- Glossary.
9780553384116 0553384112
2007019718
Negotiation in business.
Negotiation.
Business.
HD58.6 / .M35 2008
658.4052