TY  - BOOK
AU  - Malhotra,Deepak
AU  - Bazerman,Max H.
TI  - Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond 
SN  - 9780553384116
AV  - HD58.6 .M35 2008
U1  - 658.4052 22
PY  - 2008///
CY  - New York, N. Y.
PB  - Bantam Dell Pub. Group
KW  - Negotiation in business
KW  - Negotiation
KW  - Business
N1  - "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
ER  -