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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.

By: Malhotra, Deepak, 1975-Contributor(s): Bazerman, Max HMaterial type: Text

TextLanguage: English Publisher: New York, N.Y. : Bantam Books, 2007Description: 343 p. ; 24 cmISBN: 9780553384116Subject(s): Negotiation in business | Negotiation | Miscommunication | Interpersonal communication -- Moral and ethical aspectsDDC classification: 658.4'052 Online resources: Click here to access online

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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Item type	Current location	Call number	Status	Date due	Barcode
Books	Institute of Public Enterprise, Library S Campus	658.4'052 MAL (Browse shelf)	Available		45684
Books	Institute of Public Enterprise, Library S Campus	658.4'052 MAL (Browse shelf)	Available		45685

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Previous	658.4'038 SHA.K Knowledge management /	658.4'038 WEI IT governance : how top performers manage IT decision rights for superior results /	658.4'04 FRI The practice of project management : a guide to the business-focused approach /	658.4'052 MAL Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond /	658.4'052 MAL Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond /	658.4'056 CAP.C Crisis counsellor - a step by step guide to managing a business crisis /	658.4'06 FOS.C Creative destruction - why companies that are built to last under perform the market -- an how to successfully transform them /	Next

Includes bibliographical references and index.

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