Malhotra, Deepak,  1975- <br/><br/>
Negotiation genius :  how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / 
Deepak Malhotra, Max H. Bazerman. 
 - New York, N.Y. :  Bantam Books,  2007. 
 - 343 p. ;   24 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780553384116 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Negotiation.<br/>Miscommunication.<br/>Interpersonal communication--Moral and ethical aspects.
<br/><br/><label>Dewey Class. No.: </label>658.4'052  / MAL