Negotiation genius : (Record no. 1593)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03294cam a2200277 i 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MIUC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200313114139.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 181123s2008 nyu b 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780553384116 (pbk) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| Modifying agency | DLC |
| -- | MIUC |
| Language of cataloging | eng |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.405 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Malhotra, Deepak, |
| Dates associated with a name | 1975- |
| 9 (RLIN) | 670 |
| 952 ## - Items | |
| Itemnumber | 1926 |
| 245 10 - TITLE STATEMENT | |
| Title | Negotiation genius : |
| Remainder of title | how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / |
| Statement of responsibility, etc. | Deepak Malhotra, Max H. Bazerman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York, N.Y. : |
| Name of publisher, distributor, etc. | Bantam Books, |
| Date of publication, distribution, etc. | 2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 343 p. ; 24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction: Becoming a Negotiation Genius --<br/>Pt. 1. The Negotiator's Toolkit -- <br/>Ch. 1.Claiming Value in Negotiation --<br/>Ch. 2. Creating Value in Negotiation --<br/>Ch. 3. Investigative Negotiation --<br/>Pt. 2. The Psychology of Negotiation --<br/>Ch. 4. When Rationality Fails: Biases of the Mind --<br/>Ch. 5. When Rationality Fails: Biases of the Heart --<br/>Ch. 6. Negotiating Rationally in an Irrational World --<br/>Pt. 3. Negotiating in the Real World --<br/>Ch. 7. Strategies of Influence --<br/>Ch. 8. Blind Spots in Negotiation --<br/>Ch. 9. Confronting Lies and Deception --<br/>Ch. 10. Recognizing and Resolving Ethical Dilemmas --<br/>Ch. 11. Negotiating from a Position of Weakness --<br/>Ch. 12. When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego --<br/>Ch. 13. When Not to Negotiate --<br/>Ch. 14. The Path to Genius. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 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 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 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation in business |
| 9 (RLIN) | 672 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation |
| 9 (RLIN) | 673 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Miscommunication |
| 9 (RLIN) | 674 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Interpersonal communication |
| General subdivision | Moral and ethical aspects |
| 9 (RLIN) | 477 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Conflict management |
| 9 (RLIN) | 675 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Bazerman, Max H. |
| Relator code | aut |
| 9 (RLIN) | 671 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Total Renewals | Full call number | Date last seen | Date last checked out | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marbella International University Centre | Marbella International University Centre | Library | 09/01/2019 | 1 | 13.93 | 2 | 1 | 658.405 MAL neg | 02/11/2022 | 10/05/2021 | 15.83 | 09/01/2019 | Books |