Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond /
Deepak Malhotra, Max H. Bazerman.
- New Delhi : Bantam Books 2008.
- 343 p. ; 25 cm.
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.
9780553384116 9780553804881 (hardcover)
2007019718
Negotiation in business. Negotiation. Miscommunication. Interpersonal communication--Moral and ethical aspects. Conflict management.
658.4052
, B10/2 Niranjan Associates B10/2 The Aryas Book Centre