01924nam a2200313 a 4500 vtls000032628 KUKTEM 20251117145232.0 081121t2007 nyu f b 001 0 eng d 9780553384116 (pbk.) 9780553804881 (hardcover) 201107132057 VLOAD 200908141535 VLOAD 200908141505 VLOAD 200908132037 VLOAD 200811211536 shah UMP HD58.6 .M35 2007 Malhotra, Deepak Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman New York, N.Y. : Bantam Books, 2007 343 p. ; 24 cm. Includes bibliographical references and index. 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 Negotiation in business Negotiation Miscommunication Interpersonal communication Moral and ethical aspects Conflict management Bazerman, Max H. Table of contents only http://www.loc.gov/catdir/toc/ecip0718/2007019718.html 0 0 0 0 10000 10000 2019-09-04 63.00 0 HD58.6 .M35 2007 0000037514 2019-09-04 00:00:00 1 63.00 2019-09-04 OPEN VIRTUA40 42073 42079 VTLSSORT0080*0200*0201*0400*0900*1000*2450*2600*3000*5040*5050*6500*6501*6502*6503*6504*7000*8560*9991