Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
- 11h 58m 44s
- Deepak Malhotra, Max H. Bazerman
- Random House
- 2007
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.
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.
In this Audiobook
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Chapter 1: Claiming Value in Negotiation
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Chapter 2: Creating Value in Negotiation
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Chapter 3: Investigative Negotiation
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Chapter 4: When Rationality Fails: Biases of the Mind
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Chapter 5: When Rationality Fails: Biases of the Heart
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Chapter 6: Negotiating Rationally in an Irrational World
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Chapter 7: Strategies of Influence
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Chapter 8: Blind Spots in Negotiation
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Chapter 9: Confronting Lies and Deception
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Chapter 10: Recognizing and Resolving Ethical Dilemmas
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Chapter 11: Negotiating from a Position of Weakness
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Chapter 12: When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego
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Chapter 13: When Not to Negotiate
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Chapter 14: The Path to Genius
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