Title: Negotiation Genius
First published: 2007
Description: From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence.  Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations--whether they involve multimillion-dollar deals or improving your next salary offer.What sets negotiation geniuses apart?  They are the men and women who know how to:-Identify negotiation opportunities where others see no room for discussion-Discover the truth even when the other side wants to conceal it-Negotiate successfully from a position of weakness-Defuse threats, ultimatums, lies, and other hardball tactics-Overcome resistance and "sell" proposals using proven influence tactics-Negotiate ethically and create trusting relationships--along with great deals-Recognize when the best move is to walk away-And much, much moreThis book gets "down and dirty."  It gives you detailed strategies--including talking points--that work in the real world even when the other side is hostile, unethical, or more powerful.  When you finish it, you will already have an action plan for your next negotiation.  You will know what to do and why. You will also begin building your own reputation as a negotiation genius.From the Hardcover edition.
Subjects: Negotiation, Moral and ethical aspects, Business, Miscommunication, Negotiation in business, Conflict management, Interpersonal communication, Moral and ethical aspects of Interpersonal communication, Nonfiction, Business & Economics, Business / Economics / Finance, Business/Economics, Negotiating, Business & Economics / Negotiating, Négociations (Affaires), Négociations, Malentendus (Communication), Communication interpersonnelle, Aspect moral, Gestion des conflits, Industrial Management, Management, Management Science, Organizational Behavior, Negociação, Comunicação interpessoal (aspectos morais e éticos), Administração de conflitos, Verhandlungen, Kommunikation, Wirtschaftsethik, Betrieblicher Konflikt, Soziale Beziehungen, Industriesoziologie, Interpersonal communicationmoral and ethical aspects, Hd58.6 .m35 2008, 658.4052, 77.63, 85.05, Business &amp; economics
LC classification: HD58.6 .M35 2007