TY  - BOOK
AU  - Malhotra,Deepak
AU  - Bazerman,Max H.
TI  - Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond 
SN  - 9780553384116
AV  - HD58.6 .M35 2008
U1  - 658.4052 22
KW  - Negotiation in business
KW  - Negotiation
KW  - Business
KW  - Study skills
N1  - 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
ER  -