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Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond/ Deepak Malhotra, Max H. Bazerman.

By: Contributor(s): Language: English Publication details: New York, N.Y.: Bantam Dell, 2007.Description: 343 sayfa : resimler ; 24 cmISBN:
  • 9780553384116
Subject(s): LOC classification:
  • HD 58.6 .M35 2007
Contents:
Becoming 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.
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Holdings
Item type Current library Call number Status Date due Barcode
Book Book ANKARA BİLİM ÜNİVERSİTESİ HD 58.6 .M35 2007 (Browse shelf(Opens below)) Available 0009638

Includes bibliographical references (p. 311-320) and index.

Becoming 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.