02418nam a22004217a 4500 0 0 udc 0 0 CPL CPL GEN 2020-01-29 0 331.106.42 2020-3887 2020-01-29 00:00:00 2E63970 2020-01-29 BK 525167 525165 14846938 Ge_NSL 20200129105017.0 070511s2016 us b 001 0 eng 2007019718 9781626567061 1626567069 DLC DLC DLC eng HD58.6 .M35 2007 331.106.42 658.4/052 22 Malhotra, Deepak, 1975- 146422 Negotiating the impossible : how to break deadlocks and resolve ugly conflicts (without money or muscle) / Deepak Malhotra. [New York] : 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. Negotiation in business. 96608 Negotiation. 146423 Miscommunication. 146424 Interpersonal communication Moral and ethical aspects. 146425 Conflict management. 30682 ბიზნესი მოლაპარაკებები ბიზნესში პიროვნებათშორისი კომუნიკაცია - მორალური და ეთიკური ასპექტები კონფლიქტების მენეჯმენტი Table of contents only http://www.loc.gov/catdir/toc/ecip0718/2007019718.html 7 cbc orignew 1 ecip 20 y-gencatlg udc BK