Negotiation genius :
Malhotra, Deepak, 1975-
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / How to overcome obstacles and achieve brilliant results at the bargaining table and beyond Deepak Malhotra, Max H. Bazerman. - 343 p. ; 23 cm
Originally published: 2007. "Harvard Business School" -- Cover.
Includes bibliographical references and index.
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.
9780553384116 0553384112
Negotiation in business.
Negotiation.
Business.
Study skills.
HD58.6 / .M35 2008
658.4052 / MAL 2008
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / How to overcome obstacles and achieve brilliant results at the bargaining table and beyond Deepak Malhotra, Max H. Bazerman. - 343 p. ; 23 cm
Originally published: 2007. "Harvard Business School" -- Cover.
Includes bibliographical references and index.
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.
9780553384116 0553384112
Negotiation in business.
Negotiation.
Business.
Study skills.
HD58.6 / .M35 2008
658.4052 / MAL 2008