000			01540nam a2200205Ia 4500
008			140814s9999 xx 000 0 und d
020			_a9780553384116 (pbk.)
041			_aEnglish
082			_a658.4092 MAL
100			_aMalhotra, Deepak
245			_aNegotiation Genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra and Max H. Bazerman.
260			_aNew York : _bRandom house publishing group, _c2007.
300			_a343 p. ; _c24 cm.
366			_f25 _eBANG/2011/CRB/1365/16/02/2012
500			_aIncludes bibliographical references and index.
505			_aContents: 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.
650			_aNegotiation in business. _aNegotiation. _aMiscommunication. _aInterpersonal communication--Moral and ethical aspects. _aConflict management.
700			_aBazerman, Max H.
942			_c1
999			_c7790 _d7790