Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman.
Material type:
TextPublication details: New York, N.Y. : Bantam Books, 2007.Description: 343 p. ; 24 cmISBN: - 9780553384116 (hardcover)
- 658.4/052 22
- HD58.6 M249n 2007
| Item type | Current library | Home library | Collection | Shelving location | Call number | Vol info | Status | Barcode | |
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Libro
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Biblioteca Juan Bosch | Biblioteca Juan Bosch | Ciencias Sociales | Ciencias Sociales (3er. Piso) | HD58.6 M249n 2007 (Browse shelf(Opens below)) | 3 | Available | 00000098676 |
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| HD 58.6 L671n 1999 Negotiation / | HD 58.6 L671n 2007 Negotiation : readings, exercises, and cases / | HD 58.6 L957n 2005 The negotiation fieldbook : simple strategies to help negotiate everything / | HD58.6 M249n 2007 Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / | HD 58.6 M385n 1997 Negociacao : como transformar confronto em cooperacao / | HD 58.6 M686b 2010 Bargaining with the devil : when to negotiate, when to fight / | HD 58.6 N384 1996 Negociación 2000 : La colección de conflict management / |
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.
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