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: Text

9780553384116

Subject(s):

DDC classification:

658.4 22 MAL-N

LOC classification:

HD58.6 .M35 2007

Online 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.

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Holdings
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

Total holds: 0

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Includes bibliographical references and index.

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