Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman.
Material type:
TextLanguage: English Description: 343 p. ; 23 cmISBN: - 9780553384116
- 0553384112
- How to overcome obstacles and achieve brilliant results at the bargaining table and beyond
- 658.4052 22 MAL 2008
- HD58.6 .M35 2008
| Cover image | Item type | Current library | Home library | Collection | Shelving location | Call number | Materials specified | Vol info | URL | Copy number | Status | Notes | Date due | Barcode | Item holds | Item hold queue priority | Course reserves | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
Books
|
JCC Rouf Library General Stacks | 658.4052 MAL 2008 | C-1 | Available | 2688 |
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.
There are no comments on this title.