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

By:

Malhotra, Deepak, 1975-

Contributor(s):

Bazerman, Max H [aut.]

Material type: Text

TextPublication details: New York, N. Y. : Bantam Dell Pub. Group, 2008.Edition: Bantam trade paperback edDescription: 343 p. ; 23 cmISBN:

9780553384116
0553384112

Other title:

How to overcome obstacles and achieve brilliant results at the bargaining table and beyond

Subject(s):

DDC classification:

658.4052 22

LOC classification:

HD58.6 .M35 2008

Contents:

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.

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Books	MAIN General	AUE Library Collection	HD58.6 .M35 2008 (Browse shelf(Opens below))	1	Available		10022721

"Harvard Business School."

"Bantam Books."

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