000			01832nam a22003495i 4500
999			_c1824 _d1824
001			1824
003			BD-JhCC
005			20230208134023.0
008			130328t20082007nyu b 001 0 eng d
020			_a9780553384116
020			_a0553384112
035			_a(BD-JhCC)1824
040			_aUkOxU _erda _cUkOxU _dBD-JhCC
041			_aeng
050		4	_aHD58.6 _b.M35 2008
082	0	4	_a658.4052 _222 _bMAL 2008
100	1		_aMalhotra, Deepak, _d1975-
245	1	0	_aNegotiation genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra, Max H. Bazerman.
246	3	0	_aHow to overcome obstacles and achieve brilliant results at the bargaining table and beyond
300			_a343 p. ; _c23 cm
500			_aOriginally published: 2007.
500			_a"Harvard Business School" -- Cover.
504			_aIncludes bibliographical references and index.
505	0		_aPART 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.
650		0	_aNegotiation in business.
650		0	_aNegotiation.
650		0	_aBusiness.
650		0	_aStudy skills.
700	1		_aBazerman, Max H.,
942			_2ddc _cBK _06