000			03294cam a2200277 i 4500
003			MIUC
005			20200313114139.0
008			181123s2008 nyu b 001 0 eng
020			_a9780553384116 (pbk)
040			_aDLC _cDLC _dDLC _dMIUC _beng
082	0	0	_a658.405
100	1		_aMalhotra, Deepak, _d1975- _9670
245	1	0	_aNegotiation genius : _bhow to overcome obstacles and achieve brilliant results at the bargaining table and beyond / _cDeepak Malhotra, Max H. Bazerman.
260			_aNew York, N.Y. : _bBantam Books, _c2007.
300			_a343 p. ; 24 cm.
504			_aIncludes bibliographical references and index.
505	0		_aIntroduction: Becoming a Negotiation Genius -- Pt. 1. The Negotiator's Toolkit -- Ch. 1.Claiming Value in Negotiation -- Ch. 2. Creating Value in Negotiation -- Ch. 3. Investigative Negotiation -- Pt. 2. The Psychology of Negotiation -- Ch. 4. When Rationality Fails: Biases of the Mind -- Ch. 5. When Rationality Fails: Biases of the Heart -- Ch. 6. Negotiating Rationally in an Irrational World -- Pt. 3. Negotiating in the Real World -- Ch. 7. Strategies of Influence -- Ch. 8. Blind Spots in Negotiation -- Ch. 9. Confronting Lies and Deception -- Ch. 10. Recognizing and Resolving Ethical Dilemmas -- Ch. 11. Negotiating from a Position of Weakness -- Ch. 12. When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego -- Ch. 13. When Not to Negotiate -- Ch. 14. The Path to Genius.
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 _9672
650		0	_aNegotiation _9673
650		0	_aMiscommunication _9674
650		0	_aInterpersonal communication _xMoral and ethical aspects _9477
650		0	_aConflict management _9675
700	1		_aBazerman, Max H. _4aut _9671
942			_2ddc _cBK