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Negotiation genius : [how to overcome obstacles and achieve brilliant results at the rargaining table and beyond]

Author: Deepak Malhotra; Max H Bazerman; Norman Dietz; Tantor Media.
Publisher: [United States] : Tantor Media Inc., 2007.
Edition/Format:   Audiobook on CD : CD audio : English : UnabridgedView all editions and formats
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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Details

Genre/Form: Audiobooks
Material Type: Audio book, etc.
Document Type: Sound Recording
All Authors / Contributors: Deepak Malhotra; Max H Bazerman; Norman Dietz; Tantor Media.
ISBN: 1400105404 9781400105403 9781400135400 1400135400
OCLC Number: 175280995
Notes: Compact disc.
Subtitle from container.
Cast: Read by Norman Dietz.
Description: 11 audio discs (14 hr.) : digital ; 4 3/4 in.
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. Barerman.

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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