Negotiation genius : how to overcome obstacles and achieve results at the bargaining table and beyond - MALHOTRA; Bazerman (New York : Bantam Books, 2007)
Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence.Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations -whether they involve multimillion-dollar deals or improving your next salary offer.What sets negotiation geniuses apart?They are the men and women who know how to : Identify negotiation opportunities where others see no room for discussion.Discover the truth even when the other side wants to conceal it.Negotiate successfully from a position of weakness.Defuse threats, ultimatums, lies, and other hardball tactics.Negotiate ethically and create trusting-along with great deals.
Keywords: Conflict management; Interpersonal communication -- Moral and ethical aspects; Miscommunication; Negotiation; Negotiation in business