000			01903nam a22003737a 4500
003			PACU
005			20160422142625.0
008			160422b xxu||||| |||| 00| 0 eng d
020			_a9780553384116
020			_a0553384112
040			_cpacu
050		4	_aHD58.6 _b.M35 2008
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, _c2008.
300			_a343 p. ; _c23 cm.
500			_aIncludes index.
500			_a"Harvard Business School."
500			_a"Bantam Books."
505	0		_aPART 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.
650		0	_aNegotiation in business.
650		0	_aNegotiation.
650		0	_aBusiness. _91744
650		7	_aVerhandlungen _2stw
650		7	_aKommunikation _2stw
650		7	_aWirtschaftsethik _2stw
650		7	_aBetrieblicher Konflikt _2stw
650		7	_aSoziale Beziehungen _2stw
650		7	_aIndustriesoziologie _2stw
700	1		_aBazerman, Max H.
942			_2lcc _cBK
999			_c28297 _d28297