ESCP Europe

Item type

Book

Language

English

Publication year

2007

ISBN

978-0-553-38411-6

From two leaders in executive education at the Harvard Business School, and praised in Newsweek for its "remarkable range", here is a complete guide to the nuts-and-bolts skills and creative techniques necessary to succeed in today's tough business climate. Whether youve seen it all or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on the latest behavioural research plus the experience of thousands of business clients, the authors provide detailed, step-by-step strategies including talking points that work in the real world even when the other side is hostile, unethical, or more powerful. From negotiating multimillion-dollar deals to improving your next salary offer, here is everything you need to begin building your own reputation as a negotiation genius. from back cover.

Introduction: becoming a negotiation genius --- PART I: THE NEGOTIATOR'S TOOLKIT --- Chapter 1. Claiming value in negotiation --- Chapter 2. Creating value in negotiation --- Chapter 3. Investigative negotiation --- PART II: THE PSYCHOLOGY OF NEGOTIATION --- Chapter 4. When rationality fails: biases of the mind --- Chapter 5. When rationality fails: biases of the heart --- Chapter 6. Negotiating rationally in an irrational world --- PART III: NEGOTIATING IN THE REAL WORLD --- Chapter 7. Strategies of influence --- Chapter 8. Blind spots in negotiation --- Chapter 9. Confronting lies and deception --- Chapter 10. Recognizing and resolving ethical dilemmas --- Chapter 11. Negotiating from a position of weakness --- Chapter 12. When negotiations get ugly: dealing with irrationality, distrust, anger, threats and ego --- Chapter 13. When not to negotiate --- Chapter 14. The path to genius..