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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.
Publisher: New York, N.Y. : Bantam Books, 2007Description: 343 p. ; 24 cm.ISBN: 9780553804881 (hardcover).Subject(s): Negotiation in business | Negotiation | Miscommunication | Interpersonal communication -- Moral and ethical aspects | Conflict managementDDC classification: 658.4/052 Online resources: Table of contents only
Contents:
Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. 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; Putting it into practice -- Glossary.
List(s) this item appears in: Negotiation
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HD57.7 .K347 Leading for success : HD57.7 .K347 Leading for success : HD57.7 .K347 Leading for success : HD58.6 .M35 Negotiation genius : HD61 .C773 2006 The essentials of risk management / HD61 .C773 2006 The essentials of risk management / HD61 .C773 2006 The essentials of risk management /

Includes bibliographical references and index.

Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. 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; Putting it into practice -- Glossary.

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