Negotiation genius how to overcome obstacles and achieve brilliant results at the bargaining table and beyond
Malhotra, Deepak
Negotiation genius how to overcome obstacles and achieve brilliant results at the bargaining table and beyond - New York Bantam Books 2007
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
2007019718
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication--Moral and ethical aspects.
Conflict management.
Negotiation genius how to overcome obstacles and achieve brilliant results at the bargaining table and beyond - New York Bantam Books 2007
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
2007019718
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication--Moral and ethical aspects.
Conflict management.