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Malhotra, Deepak, 1975-
Subjects
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication -- Moral and ethical aspects.
Conflict management.
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by author:
Malhotra, Deepak, 1975-
by title:
Negotiation genius :...
by call number:
658.4052 M249ne
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Malhotra, Deepak, 1975-
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication -- Moral and ethical aspects.
Conflict management.
MARC Display
Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman.
by
Malhotra, Deepak, 1975-
Bantam Books, 2008, c2007.
Call #:
658
.4052
M249ne
Subjects
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication -- Moral and ethical aspects.
Conflict management.
ISBN:
9780553384116 (pbk.)
Edition:
Bantam trade paperback ed.
Description:
343 p. ; 24 cm.
Bibliography:
Includes bibliographical references and index.
Contents:
Introduction: becoming a negotiation genius. The negotiator's toolkit. Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- The psychology of negotiation. 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; The path to genius -- Glossary.
Other authors:
Bazerman, Max H.
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0
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