Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond
Material type: TextPublication details: New York, N.Y. : Bantam Books, ©2007.Description: 343 p.; 24 cmISBN:- 9780553384116
- 658.4 22 MAL-N
- HD58.6 .M35 2007
Item type | Current library | Collection | Call number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|
Books | IIITD General Stacks | Business Management | 658.4 MAL-N (Browse shelf(Opens below)) | 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.
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