Malhotra, Deepak,  1975- <br/><br/>
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 
<br/><br/> Originally published: 2007.  "Harvard Business School" -- Cover. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780553384116 0553384112 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Negotiation.<br/>Business.<br/>Study skills.
<br/><br/><label>LC Class. No.: </label>HD58.6  / .M35 2008 
<br/><br/><label>Dewey Class. No.: </label>658.4052  / MAL 2008