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What is included with this book?
|Introduction: Becoming a Negotiation Genius||p. 1|
|The Negotiator's Toolkit||p. 13|
|Claiming Value in Negotiation||p. 15|
|Creating Value in Negotiation||p. 50|
|Investigative Negotiation||p. 83|
|The Psychology of Negotiation||p. 103|
|When Rationality Fails: Biases of the Mind||p. 105|
|When Rationality Fails: Biases of the Heart||p. 125|
|Negotiating Rationally in an Irrational World||p. 139|
|Negotiating in the Real World||p. 157|
|Strategies of Influence||p. 159|
|Blind Spots in Negotiation||p. 177|
|Confronting Lies and Deception||p. 196|
|Recognizing and Resolving Ethical Dilemmas||p. 219|
|Negotiating from a Position of Weakness||p. 236|
|When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego||p. 257|
|When Not to Negotiate||p. 280|
|The Path to Genius||p. 296|
|About the Authors||p. 341|
|Table of Contents provided by Ingram. All Rights Reserved.|
Excerpted from Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra, Max Bazerman
All rights reserved by the original copyright owners. Excerpts are provided for display purposes only and may not be reproduced, reprinted or distributed without the written permission of the publisher.