Mastering business negotiation : (Record no. 509)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02167nam a2200229 i 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MIUC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190529113956.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 150311s2006 enk||||| |||| 001 | eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780470902516 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MIUC |
| Language of cataloging | eng |
| Transcribing agency | MIUC |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.405 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| 9 (RLIN) | 1729 |
| Personal name | Lewicki, Roy J. |
| 952 ## - Items | |
| Itemnumber | 618 |
| 245 10 - TITLE STATEMENT | |
| Title | Mastering business negotiation : |
| Remainder of title | a working guide to making deals and resolving conflict / |
| Statement of responsibility, etc. | Roy J. Lewicki, Alexander Hiam. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | San Francisco : |
| Name of publisher, distributor, etc. | Jossey-Bass, |
| Date of publication, distribution, etc. | c2006. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | viii, 303 p. ; |
| Dimensions | 24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. The negotiation imperative -- <br/>2. The flexibility of the master negotiator -- <br/>3. Getting ready to negotiate -- <br/>4. The art of the master competitor -- <br/>5. Executing a competitive negotiation -- <br/>6. Mastering the art of collaboration -- <br/>7. Mastering the art of compromise -- <br/>8. Mastering accommodation and avoidance strategies -- <br/>9. Three (or more) is a crowd: mastering multiparty negotiations -- <br/>10. Mastering the framing process of negotiation -- <br/>11. Mastering the power and influence process -- <br/>12. Mastering the personal negotiations. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: <br/>* Understand the game so you can better control what happens <br/>* Predict the sequence of negotiation activities and move from disagreement toward agreement <br/>* Identify the strategies and tactics of other players in the game<br/>* Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 672 |
| Topical term or geographic name entry element | Negotiation in business |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Relator code | aut |
| 9 (RLIN) | 1730 |
| Personal name | Hiam, Alexander |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Total Checkouts | Total Renewals | Full call number | Date last seen | Date last checked out | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marbella International University Centre | Marbella International University Centre | Library | 21/06/2018 | 4 | 1 | 658.405 LEW mas | 13/06/2023 | 25/05/2023 | 21/06/2018 | Books |