Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond
By: Malhotra, Deepak.
Contributor(s): Bazerman, Max H.Material type: BookPublisher: New York, N.Y. : Bantam Books, ©2007Description: 343 p.; 24 cm.ISBN: 9780553384116.Subject(s): Negotiation in business | Negotiation | Miscommunication | Interpersonal communication -- Moral and ethical aspects | Conflict managementOnline resources: Table of contents only
|Item type||Current location||Collection||Call number||Status||Date due||Barcode||Item holds|
|Books||IIITD General Stacks||Business Management||658.4 MAL-N (Browse shelf)||Available||007008|
Includes bibliographical references and index.
Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world -- 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; Putting it into practice -- Glossary.