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Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

Author: Deepak Malhotra; Max H Bazerman
Publisher: New York, N.Y. : Bantam Books, 2007.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:
Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations.
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Deepak Malhotra; Max H Bazerman
ISBN: 055380488X 9780553804881
OCLC Number: 133465464
Description: 343 pages ; 24 cm
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.
Responsibility: Deepak Malhotra, Max H. Bazerman.
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Abstract:

Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations.

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