TY  - BOOK
AU  - Malhotra,Deepak
AU  - Bazerman,Max H
TI  - Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond 
SN  - 9780553384116
PY  - 2007///
CY  - New York
PB  - Bantam Books
KW  - Negotiation in business
KW  - Negotiation
KW  - Miscommunication
KW  - Interpersonal communication
KW  - Moral and ethical aspects
KW  - Conflict management
N1  - 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
ER  -