MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01986cam a2200325 a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
16726884 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20210222093145.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
110408s2012 maua b 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2011014992 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780132827669 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
0132827662 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
YDX |
| -- |
YDXCP |
| -- |
BWX |
| -- |
ONS |
| -- |
DLC |
| Description conventions |
rda |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.4052 |
| Edition number |
22 |
| Item number |
T.L.M |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Thompson, Leigh L. |
| 9 (RLIN) |
16943 |
| Relator term |
author |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The mind and heart of the negotiator / |
| Statement of responsibility, etc |
Leigh L. Thompson. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Fifth edition |
| 264 #1 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Boston : |
| Name of publisher, distributor, etc |
Pearson, |
| Date of publication, distribution, etc |
[2012] |
| 264 #4 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
©2012. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
432 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
24 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type term |
volume |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and indexes. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Ch. 1. Negotiation : the mind and the heart --<br/>Ch. 2. Preparation : what to do before negotiation --<br/>Ch. 3. Distributive negotiation : slicing the pie --<br/>Ch. 4. Win-win negotiation : expanding the pie --<br/>Ch. 5. Developing a negotiating style --<br/>Ch. 6. Establishing trust and building a relationship --<br/>Ch. 7. Power, persuasion, and ethics --<br/>Ch. 8. Creativity and problem solving in negotiations --<br/>Ch. 9. Multiple parties, coalitions, and teams --<br/>Ch. 10. Cross-cultural negotiations --<br/>Ch. 11. Tacit negotiations and social dilemmas --<br/>Ch. 12. Negotiating via information technology --<br/>App. 1. Are you a rational person? : check yourself --<br/>App. 2. Nonverbal communication and lie detection --<br/>App. 3. Third-party intervention --<br/>App. 4. Negotiating a job offer. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation in business. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
| Source of classification or shelving scheme |
Dewey Decimal Classification |