Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond
Deepak Malhotra; Max H. Bazerman
| Year of publication: |
c 2007
|
|---|---|
| Authors: | Malhotra, Deepak ; Bazerman, Max H. |
| Publisher: |
New York, N.Y : Bantam Dell |
| Subject: | Verhandlungen | Negotiations | Kommunikation | Communication | Wirtschaftsethik | Economic ethics | Betrieblicher Konflikt | Workplace conflict | Soziale Beziehungen | Social relations | Industriesoziologie | Sociology of work | Verhandlung | Kommunikationsstörung | Interpersonaler Konflikt | Konfliktregelung |
| Description of contents: | Table of Contents [external.dandelon.com] |
| Extent: | 343 S. graph. Darst. |
|---|---|
| Type of publication: | Book / Working Paper |
| Language: | English |
| Notes: | Includes bibliographical references 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 0710 |
| ISBN: | 978-0-553-80488-1 |
| Classification: | Soziale Interaktion, Soziale Beziehungen ; Betriebssoziologie, Betriebspsychologie |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10003463198