TY  - GEN
AU  - MALHOTRA, DEEPAK
AU  - BAZERMAN, MAX H.
TI  - NEGOTIATION GENIUS: HOW TO OVERCOME OBSTACLES AND ACHIEVE BRILLIANT RESULTS AT THE BARGAINING TABLE AND BEYOND
SN  - 978-0-553-38411-6
U1  - 658.4052 
PY  - 2007///
CY  - NEW YORK
PB  - BANTAM BOOKS
KW  - NEGOTIATION
N1  - 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
ER  -