Negotiating skills for managers (Record no. 592272)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03131nam a2200349 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | scn00100206 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS--GENERAL INFORMATION | |
| fixed length control field | m||||||||||||||||| |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr||n||||||||n |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 150921s2002||||nyu|||||s|||||||||||eng|| |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2002510040 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780071387576(print ISBN) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0071387579(print ISBN) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780071415453(eISBN) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0071415459(eISBN) |
| 049 ## - LOCAL HOLDINGS (OCLC) | |
| Holding library | Alfaisal Main Library |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HD58.6 |
| Item number | .C63 2002 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.4/052 |
| Edition number | 23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Cohen, Steven P., |
| Relator term | author. |
| 245 10 - TITLE STATEMENT | |
| Title | Negotiating skills for managers |
| Medium | [electronic resource] / |
| Statement of responsibility, etc | Steven P. Cohen. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | New York, N.Y. : |
| Name of publisher, distributor, etc | McGraw-Hill Education LLC., |
| Date of publication, distribution, etc | c2002. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xv, 200 p. : |
| Other physical details | ill., figs., tables. |
| 440 #0 - SERIES STATEMENT/ADDED ENTRY--TITLE | |
| Title | Briefcase book |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references and indexes. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Competitive Versus Collaborative Decision Making -- What Negotiation Is Not -- Types of Negotiation -- Investigating Your Interests -- What Differences Does It Make to Distinguish Between Interests and Positions? -- How Do You Deal with Positional Bargainers? -- Is Money Really the Interest? -- Primary (Fundamental) and Secondary (Derivative) Interests -- Looking Beyond Our Personal Interests -- The Three C's of Interests -- When Interests Conflict -- BATNA--Choosing Whether to Walk Away -- Making Choices -- Balance of Power -- Understanding Our BATNA Offers Choices -- What Is Our Walking-in BATNA? -- Does BATNA Ever Change? -- BATNA Is Not the Bottom Line -- Elements of BATNAs -- Strengthening and Weakening BATNAs -- Are We Ready? Inoculation Protects the Parties -- Substantive Inoculation: Knowing the Subject -- In Negotiation, the Past Has No Future -- Selling the Product to the Salesperson -- Goals of Inoculation -- Inoculation as a Tool for Improving Your BATNA -- What Information Do We Need About Ourselves? -- What Information Do We Need About Other Parties? -- Preparing for Negotiation on Your Own -- Active Listening -- Inoculation Includes Process as Well as Substance -- Internal and External Inoculation -- The Bottom Line -- When Inoculation Is Impossible -- Preparation Part One: Stakeholders, Constituents, and Interests -- Shooting from the Hip -- Unplanned Negotiations -- Surprises -- What Does Preparation Mean? -- Looking Inside Yourself -- Understanding the Subject Matter -- Internal Negotiation. |
| 520 3# - SUMMARY, ETC. | |
| Summary, etc | Explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, this work reveals steps for reaching personal and organizational objectives in negotiation. |
| 530 ## - ADDITIONAL PHYSICAL FORM AVAILABLE NOTE | |
| Additional physical form available note | Also issued in online version. |
| 588 ## - | |
| -- | Description based on cover image and table of contents, viewed on Sep. 21, 2015. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Negotiation in business. |
| 655 #7 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| Source of term | local |
| 710 2# - ADDED ENTRY--CORPORATE NAME | |
| Corporate name or jurisdiction name as entry element | McGraw-Hill eBooks. |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="http://ezproxy.alfaisal.edu/login?url=http://accessengineeringlibrary.com/browse/negotiating-skills-for-managers">http://ezproxy.alfaisal.edu/login?url=http://accessengineeringlibrary.com/browse/negotiating-skills-for-managers</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | eBooks |
No items available.