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CONTENTS Title Page Dedication 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 Glossary Notes Acknowledgments About the Authors Copyright Dedicated to Shikha and Marla Your ideas and encouragement influence everything we do. INTRODUCTION Becoming a Negotiation Genius W hat is a negotiation genius? Let’s start with the simple observation that yo......

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