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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 : Batam Books, 2008.
Series: A Bantam trade paperback : Business
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
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  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Deepak Malhotra; Max H Bazerman
ISBN: 9780553384116 0553384112 9780553804881 055380488X
OCLC Number: 600277419
Notes: Literaturangaben.
Description: 343 Seiten : Diagramme.
Series Title: A Bantam trade paperback : Business
Responsibility: Deepak Malhotra ; Max Bazerman.

Abstract:

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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