| 000 | 05208cam a2200565 a 4500 | ||
|---|---|---|---|
| 001 | 14846938 | ||
| 005 | 20080208124753.0 | ||
| 008 | 070511s2007 nyu b 001 0 eng | ||
| 010 | _a 2007019718 | ||
| 020 | _a9780553804881 (hardcover) | ||
| 040 |
_aDLC _cDLC _dDLC |
||
| 050 | 0 | 0 |
_aHD58.6 _b.M35 2007 |
| 082 | 0 | 0 |
_a658.4/052 _222 |
| 100 | 1 |
_aMalhotra, Deepak, _d1975- _985 |
|
| 245 | 1 | 0 |
_aNegotiation genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra, Max H. Bazerman. |
| 260 |
_aNew York, N.Y. : _bBantam Books, _c2007. |
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| 300 | _a343 p. ; 24 cm. | ||
| 504 | _aIncludes bibliographical references and index. | ||
| 505 | 0 | _aBecoming 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. | |
| 650 | 0 |
_aNegotiation in business. _986 |
|
| 650 | 0 |
_aNegotiation. _987 |
|
| 650 | 0 |
_aMiscommunication. _988 |
|
| 650 | 0 |
_aInterpersonal communication _xMoral and ethical aspects. _989 |
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| 650 | 0 |
_aConflict management. _990 |
|
| 700 | 1 |
_aBazerman, Max H. _991 |
|
| 856 | 4 | 1 |
_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0718/2007019718.html |
| 906 |
_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg |
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| 942 |
_2ddc _cBK |
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| 952 |
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