Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

Malhotra, Deepak 1975- (Author). Bazerman, Max H. (Added Author).

Item details

ISBN: 9780553804881 (hardcover)
ISBN: 055380488X (hardcover)
Physical Description: print
343 p. ; 24 cm. ; cm.
Publisher: New York, N.Y. : Bantam Books, 2007.

Contents / Notes

Bibliography, etc. Note:

Includes bibliographical references and index.

Formatted Contents Note:

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.

Find similar items by subject

Subject:

Negotiation in business
Negotiation
Miscommunication
Interpersonal communication Moral and ethical aspects
Conflict management

Currently available copies

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1 out of 1 copy are currently available at Peachtree City Library.