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-

Contributor(s):

Bazerman, Max H

Publication details: New York, N.Y. : Bantam Books, 2008.Description: 343 p. 24 cmISBN:

9780553384116 (paperback)

Subject(s):

DDC classification:

658.4 22

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	Shelving location	Call number	Status	Notes	Date due	Barcode
BOOKs	National Law School	Circulation Counter	658.4 MAL (Browse shelf(Opens below))	Not For Loan	Recommended by Dr. Sahana Ramesh / Prof. Dr. Dwight Golann		39518

Includes bibliographical references and index.

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