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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
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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Genre/Form: Nonfiction
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Deepak Malhotra; Max H Bazerman
ISBN: 055380488X 9780553804881 9780553384116 0553384112
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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<http:\/\/experiment.worldcat.org\/entity\/work\/data\/792857806#Topic\/negociacao<\/a>> # Negocia\u00E7\u00E3o<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Negocia\u00E7\u00E3o<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
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<http:\/\/id.worldcat.org\/fast\/1035551<\/a>> # Negotiation<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Negotiation<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
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<http:\/\/id.worldcat.org\/fast\/874778<\/a>> # Conflict management<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Conflict management<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/id.worldcat.org\/fast\/977351<\/a>> # Interpersonal communication--Moral and ethical aspects<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Interpersonal communication--Moral and ethical aspects<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/viaf.org\/viaf\/21591089<\/a>> # Deepak Malhotra<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Person<\/a> ;\u00A0\u00A0\u00A0\nschema:birthDate<\/a> \"1975<\/span>\" ;\u00A0\u00A0\u00A0\nschema:familyName<\/a> \"Malhotra<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"Deepak<\/span>\" ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Deepak Malhotra<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/viaf.org\/viaf\/57975689<\/a>> # Max H. Bazerman<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Person<\/a> ;\u00A0\u00A0\u00A0\nschema:familyName<\/a> \"Bazerman<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"Max H.<\/span>\" ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Max H. Bazerman<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
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Content-negotiable representations<\/p>\n