MARC Record from harvard_bibliographic_metadata

LEADER: 01729cam a2200301 a 4500
001 010774896-7
005 20081211161806.0
008 070511s2007 nyua b 001 0 eng
010 $a 2007019718
020 $a9780553804881 (hardcover)
035 0 $aocn133465464
040 $aDLC$cDLC$dDLC$dMH-L
050 00 $aHD58.6$b.M35 2007
082 00 $a658.4/052$222
100 1 $aMalhotra, Deepak,$d1975-
245 10 $aNegotiation genius :$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,$cc2007.
300 $a343 p. :$bill. ;$c24 cm.
504 $aIncludes bibliographical references (p. [311]-320) and index.
505 0 $aBecoming a negotiation genius. Part I. The negotiator's toolkit -- Claiming value in negotiation -- Creating value in negotiation -- Investigative negotiation -- Part II. The psychology of negotiation -- When rationality fails: biases of the mind -- When rationality fails: biases of the heart -- Negotiating rationally in an irrational world -- Part III. 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 -- The path to 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.
988 $a20070809
906 $0DLC