| 000 -LEADER |
|---|
| fixed length control field |
01479cam a2200229 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| ISBN |
9780553384116 |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
English |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.4'052 |
| Item number |
MAL |
| 100 1# - MAIN ENTRY--AUTHOR NAME |
|---|
| Author name |
Malhotra, Deepak, |
| Dates associated with a name |
1975- |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Negotiation genius : |
| Sub Title |
how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / |
| Statement of responsibility, etc |
Deepak Malhotra, Max H. Bazerman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication |
New York, N.Y. : |
| Name of publisher |
Bantam Books, |
| Year of publication |
2007. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Number of Pages |
343 p. ; |
| Dimensions |
24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world -- Negotiating in the real world. Strategies of influence; Blind spots in negotiation; Confronting lies and deception; Recognizing and resolving ethical dilemmas; Negotiating from a position of weakness; When negotiations get ugly: dealing with irrationality, distrust, anger, threats, and ego; When not to negotiate; Putting it into practice -- Glossary. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Negotiation in business. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Negotiation. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Miscommunication. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Interpersonal communication |
| General subdivision |
Moral and ethical aspects. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Author 2/ Editor |
Bazerman, Max H. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
http://www.loc.gov/catdir/toc/ecip0718/2007019718.html |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Books |
