NEGOTIATION GENIUS
MALHOTRA, DEEPAK
NEGOTIATION GENIUS HOW TO OVERCOME OBSTACLES AND ACHIEVE BRILLIANT RESULTS AT THE BARGAINING TABLE AND BEYOND MALHOTRA, DEEPAK - NEW YORK BANTAM BOOKS 2007 - 343 PAPER
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
978-0-553-38411-6
NEGOTIATION
658.4052
NEGOTIATION GENIUS HOW TO OVERCOME OBSTACLES AND ACHIEVE BRILLIANT RESULTS AT THE BARGAINING TABLE AND BEYOND MALHOTRA, DEEPAK - NEW YORK BANTAM BOOKS 2007 - 343 PAPER
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
978-0-553-38411-6
NEGOTIATION
658.4052