000			03538cam a22003854a 4500
001			3997223
003			CaAEU
005			20240319104106.0
008			070511s2007 nyua b 001 0 eng
010			_a 2007019718
020			_a9780553804881 (hardcover)
020			_a055380488X (hardcover)
035			_aocn133465464
040			_aDLC _beng _cDLC _dYDX _dBAKER _dBTCTA _dYDXCP _dLIQ _dIF9 _dAEU
049			_aUABA
050	0	0	_aHD58.6 _b.M35 2007
082	0	0	_a658.4/052 _222
090			_aHD 58.6 M35 2007 _bAEU
090			_aHD58.6 .M35 2007 _bAEGMCT
100	1		_aMalhotra, Deepak, _d1975-
245	1	0	_aNegotiation genius _b: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond _c/ Deepak Malhotra, Max H. Bazerman.
260			_aNew York, N.Y. : _bBantam Dell, _c2007.
300			_a343 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references and index.
505	0		_aBecoming 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.
520			_aFrom 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 more. This 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.
650		0	_aNegotiation in business.
650		0	_aNegotiation.
650		0	_aMiscommunication.
650		0	_aInterpersonal communication _xMoral and ethical aspects.
650		0	_aConflict management.
700	1		_aBazerman, Max H.
942			_2lcc
999			_c3588 _d
041			_aEnglish