Library Catalogue
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Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman.
Publication details: New York, N.Y. : Bantam Books, 2008.Description: 343 p. 24 cmISBN:- 9780553384116 (paperback)
- 658.4 22
- HD58.6 .M35 2007
Contents:
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.
| Item type | Current library | Shelving location | Call number | Materials specified | Status | Notes | Barcode | |
|---|---|---|---|---|---|---|---|---|
BOOKs
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NLS | General Stacks | 658.4 MAL (Browse shelf(Opens below)) | PB | Available | Recommended by Dr. Sahana Ramesh / Prof. Dr. Dwight Golann | 39518 |
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.