MARC record from Internet Archive

LEADER: 01692cam a2200289 a 4500
001 2007019718
003 DLC
005 20080214164713.0
008 070511s2007 nyu b 001 0 eng
010 $a 2007019718
020 $a9780553804881 (hardcover)
040 $aDLC$cDLC$dDLC
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,$c2007.
300 $a343 p. ; 24 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.
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.
856 41 $3Table of contents only$uhttp://www.loc.gov/catdir/toc/ecip0718/2007019718.html