how to overcome obstacles and achieve brilliant results at the bargaining table and beyond Malhotra, Deepak creator Bazerman, Max H. text bibliography nyu New York, N.Y Bantam Books 2007 monographic eng

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343 p. ; 24 cm. 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 specialized Deepak Malhotra, Max H. Bazerman Includes bibliographical references and index. Negotiation in business Negotiation Miscommunication Interpersonal communication Moral and ethical aspects Conflict management 9780553384116 (pbk.) 9780553804881 (hardcover) http://www.loc.gov/catdir/toc/ecip0718/2007019718.html http://www.loc.gov/catdir/toc/ecip0718/2007019718.html UMP 081121 20251117145232.0 vtls000032628