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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
Contents:
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.
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
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IIITD General Stacks | Business Management | 658.4 MAL-N (Browse shelf) | Available | 007008 |
Total holds: 0
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| 658.4 BUR-C Creating mindfull leaders : | 658.4 CHA-L Leading consciously : | 658.4 LEW-N Negotiation | 658.4 MAL-N Negotiation genius : | 658.4 REV-H Harvard business review on making smart decisions. | 658.4 SEN-F The fifth discipline : | 658.4 SUN-B Business and community : |
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.
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