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|---|---|---|---|
| 001 | vtls000032628 | ||
| 003 | KUKTEM | ||
| 005 | 20251117145232.0 | ||
| 008 | 081121t2007 nyu f b 001 0 eng d | ||
| 020 | _a9780553384116 (pbk.) | ||
| 020 | _a9780553804881 (hardcover) | ||
| 039 | 9 |
_a201107132057 _bVLOAD _c200908141535 _dVLOAD _c200908141505 _dVLOAD _c200908132037 _dVLOAD _y200811211536 _zshah |
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| 040 | _aUMP | ||
| 090 | _aHD58.6 .M35 2007 | ||
| 100 | 1 | _aMalhotra, Deepak | |
| 245 | 1 | 0 |
_aNegotiation genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra, Max H. Bazerman |
| 260 |
_aNew York, N.Y. : _bBantam Books, _c2007 |
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| 300 | _a343 p. ; 24 cm. | ||
| 504 | _aIncludes bibliographical references and index. | ||
| 505 | 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 | |
| 650 | 0 | _aNegotiation in business | |
| 650 | 0 | _aNegotiation | |
| 650 | 0 | _aMiscommunication | |
| 650 | 0 |
_aInterpersonal communication _xMoral and ethical aspects |
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| 650 | 0 | _aConflict management | |
| 700 | 1 | _aBazerman, Max H. | |
| 856 | 4 | 1 |
_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0718/2007019718.html |
| 999 |
_aVIRTUA40 _c42073 _d42079 |
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