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Malhotra, Deepak, 1975-

Negotiating the impossible : how to break deadlocks and resolve ugly conflicts (without money or muscle) / Deepak Malhotra. - Berrett-Koehler Publishers, [2016]. - x, 212 p.

Includes index.

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.

ISBN: 9781626567061 1626567069

LCCN: 2007019718

Subjects--Topical Terms:
Negotiation in business.
Negotiation.
Miscommunication.
Interpersonal communication--Moral and ethical aspects.
Conflict management.

Subjects--Index Terms: ბიზნესი მოლაპარაკებები ბიზნესში პიროვნებათშორისი კომუნიკაცია - მორალური და ეთიკური ასპექტები კონფლიქტების მენეჯმენტი

LC Class. No.: HD58.6 / .M35 2007

Dewey Class. No.: 658.4/052

Universal Decimal Class. No.: 331.106.42