Negotiation genius
Subtitle: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond
By: Deepak Malhotra and Max Bazerman.
Contributors: Bazerman, Max H.
Publisher: Bantam Dell
Published: 2007
Place of publication: New York, N.Y
Language: eng
Number of pages: 352
ISBN-13: 9780553804881
Subjects: Negotiation in business; Negotiation; Miscommunication; Interpersonal communication -- Moral and ethical aspects; Conflict management
Notes: Includes bibliographical references and index.
Table of contents: title: Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation;  Creating value in negotiation; Investigative negotiation; title: Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world; title: 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; title: Glossary.