01614nam a2200265 a 4500001001400000003000700014005001700021008004100038020002500079020003000104040000800134100002100142245015300163260004200316300002000358504005100378505066700429650002801096650001601124650002101140650005901161650002401220700002101244856008301265vtls000032628KUKTEM20251117145232.0081121t2007    nyu    f b    001 0 eng d  a9780553384116 (pbk.)  a9780553804881 (hardcover)  aUMP1 aMalhotra, Deepak10aNegotiation genius :bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond /cDeepak Malhotra, Max H. Bazerman  aNew York, N.Y. :bBantam Books,c2007  a343 p. ; 24 cm.  aIncludes bibliographical references and index.0 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 0aNegotiation in business 0aNegotiation 0aMiscommunication 0aInterpersonal communicationxMoral and ethical aspects 0aConflict management1 aBazerman, Max H.413Table of contents onlyuhttp://www.loc.gov/catdir/toc/ecip0718/2007019718.html