| 000 | 01248 a2200181 4500 | ||
|---|---|---|---|
| 008 | 130305b xxu||||| |||| 00| 0 eng d | ||
| 020 | _a978-0-553-38411-6 | ||
| 082 | _a658.4052 | ||
| 100 |
_aMALHOTRA, DEEPAK _97419 |
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| 245 |
_aNEGOTIATION GENIUS _bHOW TO OVERCOME OBSTACLES AND ACHIEVE BRILLIANT RESULTS AT THE BARGAINING TABLE AND BEYOND _cMALHOTRA, DEEPAK |
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| 260 |
_bBANTAM BOOKS _c2007 _aNEW YORK |
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| 300 |
_a343 _bPAPER |
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| 505 | _aBecoming 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 | ||
| 650 |
_aNEGOTIATION _97420 |
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| 700 |
_aBAZERMAN, MAX H. _97578 |
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| 942 |
_2ddc _cBK |
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| 999 |
_c30455 _d30455 |
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