MARC details
| 000 -LEADER |
|---|
| fixed length control field |
02555cam a2200337 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
16726884 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20210222093442.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
110408s2014 enka b 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2011014992 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781292023199 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
1292023198 |
| 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, perason new international edition. |
| 264 #1 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Boston : |
| Name of publisher, distributor, etc |
Pearson, |
| Date of publication, distribution, etc |
[2014] |
| 264 #4 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Date of publication, distribution, etc |
©2014. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
398 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
24 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and indexes. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Negotiation: the mind and the heart --<br/>Preparation: what to do before negotiation --<br/>Distributive negotiation: slicing the pie --<br/>Win-win negotiation: expanding the pie --<br/>Developing a negotiating style --<br/>Establishing trust and building a relationship --<br/>Power, gender, and ethics --<br/>Creativity and problem solving in negotiations --<br/>Multiple parties, coalitions, and teams --<br/>Cross-cultural negotiation --<br/>Social dilemmas --<br/>Negotiating via information technology. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. 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. This program will provide a better teaching and learning experience - for you and your students. Here's how: * Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. * Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. * Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text. |
| 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) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Books |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
| Source of classification or shelving scheme |
Dewey Decimal Classification |