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NEGOTIATION GENIUS HOW TO OVERCOME OBSTACLES AND ACHIEVE BRILLIANT RESULTS AT THE BARGAINING TABLE AND BEYOND MALHOTRA, DEEPAK

By: Contributor(s): Publication details: BANTAM BOOKS 2007 NEW YORKDescription: 343 PAPERISBN:
  • 978-0-553-38411-6
Subject(s): DDC classification:
  • 658.4052
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
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Book Book Library Annexe -2 (6th Floor) 658.4052/ MAL/ BAZ/ 19373 (Browse shelf(Opens below)) Available 11119373
Total holds: 0

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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