Malhotra, Deepak,  1975- <br/><br/>
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. 
<br/><br/> "Harvard Business School."  "Bantam Books." 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780553384116 0553384112 
<br/><br/><label>LCCN: </label>2007019718 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Negotiation.<br/>Business.
<br/><br/><label>LC Class. No.: </label>HD58.6  / .M35 2008 
<br/><br/><label>Dewey Class. No.: </label>658.4052