000			01691cam a2200301Ia 4500
001			a2020
003			SIRSI
008			080208s2008 nyu 000 0 eng d
010			_a2007019718
020			_a9780553384116
020			_a0553384112
035			_a(Sirsi) i9780553384116
050		4	_aHD58.6 _b.M35 2008
082	0	4	_a658.4052 _222
100	1		_aMalhotra, Deepak, _d1975-
245	1	0	_aNegotiation genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra, Max H. Bazerman.
246	3	0	_aHow to overcome obstacles and achieve brilliant results at the bargaining table and beyond.
250			_aBantam trade paperback ed.
260			_aNew York, N. Y. : _bBantam Dell Pub. Group, _c2008.
300			_a343 p. ; _c23 cm.
500			_a"Harvard Business School."
500			_a"Bantam Books."
505	0		_aIntroduction: 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.
650		0	_aNegotiation in business.
650		0	_aNegotiation.
650		0	_aBusiness.
700	1		_aBazerman, Max H. _4aut.
999			_c14963 _d14963