Negotiation Genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra and Max H. Bazerman.
By: Malhotra, Deepak
Contributor(s): Bazerman, Max H
Material type:
TextLanguage: English Publisher: New York : Random house publishing group, 2007Description: 343 p. ; 24 cmISBN: 9780553384116 (pbk.)Subject(s): Negotiation in business. Negotiation. Miscommunication. Interpersonal communication--Moral and ethical aspects. Conflict managementDDC classification: 658.4092 MAL | Item type | Current location | Call number | Status | Date due | Barcode |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B016173 | |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B016174 | |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B016175 | |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B016176 | |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B016177 | |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B016178 | |
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WeSchool, Bangalore | 658.4052 MAL (Browse shelf) | Available | B007050 |
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Includes bibliographical references and index.
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.
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