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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 : Bantam Books, 2007.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
(DLC) 2007019718
(OCoLC)133465464
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Deepak Malhotra; Max H Bazerman
ISBN: 9780553904949 0553904949
OCLC Number: 232121627
Description: 1 online resource (343 pages) : illustrations
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.

Abstract:

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations'whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart' They are the men and women who know how to: -Identify negotiation opportunities where others see no room for discussion -Discover the truth even when the other side wants to conceal it -Negotiate successfully from a position of weakness -Defuse threats, ultimatums, lies, and other hardball tactics -Overcome resistance and "sell" proposals using proven influence tactics -Negotiate ethically and create trusting relationships'along with great deals -Recognize when the best move is to walk away -And much, much more This book gets "down and dirty." It gives you detailed strategies'including talking points'that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius. From the Hardcover edition.

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