Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman.
Material type:
TextPublication details: New York, N. Y. : Bantam Dell, 2008.Edition: Bantam trade paperback edDescription: 343 p. ; 23 cmISBN: - 9780553384116
- 0553384112
- How to overcome obstacles and achieve brilliant results at the bargaining table and beyond
- HD58.6 .M35 2008
| Item type | Current library | Call number | Status | Date due | Barcode | Item holds | |
|---|---|---|---|---|---|---|---|
General books
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PAC UNIVERSITY General Stacks | HD58.6 .M35 2008 (Browse shelf(Opens below)) | Available | 22552 |
Includes index.
"Harvard Business School."
"Bantam Books."
PART I : THE NEGOTIATOR'S TOOLKIT. Claiming value in negotiation ; Creating value in negotiation ; Investigative negotiation -- PART II : THE PSYCHOLOGY OF NEGOTIATION. When rationality fails : biases of the mind ; When rationality fails : biases of the heart ; Negotiating rationally in an irrational world -- PART III. 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.