MARC details
| 000 -LEADER |
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| fixed length control field |
03815nam a2200721 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
10489098 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
CaPaEBR |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20240726104641.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
110824s2011 nyu foab 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781606493076 |
| Qualifying information |
|
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
CaBNVSL |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
CaBNVSL |
| Modifying agency |
CaBNVSL |
| 050 04 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
BF637 |
| Item number |
.F584 2011 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Korda, Philippe. |
| Relator term |
Author |
| 245 10 - TITLE STATEMENT |
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| Title |
The five golden rules of negotiationPhilippe Korda. |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
first edition. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
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| Place of publication, distribution, etc. |
[New York, N.Y. (222 East 46th Street, New York, NY 10017) : |
| Name of publisher, distributor, etc. |
Business Expert Press, |
| Date of publication, distribution, etc. |
(c)2011. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 electronic text (xi, 206 pages) : |
| Other physical details |
digital file. |
| 336 ## - CONTENT TYPE |
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| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
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| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
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| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 347 ## - DIGITAL FILE CHARACTERISTICS |
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| File type |
data file |
| Source |
rda |
| 490 1# - SERIES STATEMENT |
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| Series statement |
Human resource management and organizational behavior collection, |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
|
| 505 00 - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Foreword -- |
| Title |
Prologue -- |
| -- |
Part I. Become an expert: master the five golden rules of negotiation -- |
| -- |
1. The crucial prerequisite -- |
| -- |
2. How to set your initial offer -- |
| -- |
3. How to respond to the other party's initial attacks -- |
| -- |
4. Never make a concession without getting something in return -- |
| -- |
5. How to avoid giving away more than necessary -- |
| -- |
6. How to guide negotiations to a successful conclusion -- |
| -- |
Part II. Become a guru: anticipate your opponent's moves -- |
| -- |
7. How to distinguish apparent demands from real demands -- |
| -- |
8. How to shift the balance of power between buyer and seller -- |
| -- |
9. How to avoid the traps of professional negotiators -- |
| -- |
10. How to analyze and exploit decision-making processes -- |
| -- |
Part III. Become a legend: develop exceptional negotiating skills -- |
| -- |
11. Get "the enemy" on your side -- |
| -- |
12. How to handle bluffs and detect lies -- |
| -- |
13. Dealing with difficult discussions, tactfully -- |
| -- |
14. "Take it or leave it": how to break the deadlock -- |
| -- |
Epilogue -- |
| -- |
Appendix: Carl Ritchie applies Margaret Peake's advice -- |
| -- |
Notes -- |
| -- |
Index. |
| 520 3# - SUMMARY, ETC. |
|---|
| Summary, etc. |
Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully. |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
COPYRIGHT NOT covered - Click this link to request copyright permission: |
| Uniform Resource Identifier |
<a href="b">b</a> |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
|
| 538 ## - SYSTEM DETAILS NOTE |
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| System details note |
Mode of access: World Wide Web. |
| 538 ## - SYSTEM DETAILS NOTE |
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| System details note |
System requirements: Adobe Acrobat reader. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Title from PDF t.p. (viewed on August 24, 2011). |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negotiation. |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
negotiation |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
margin |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
purchasing |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
buyers |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
sellers |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
sales |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
price |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
market |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
concessions |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
target price |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
customer |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
supplier |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
offer |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
balance of power |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
influence |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
deadline |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
risk |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
bid |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
demand |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
request |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
opponent |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
defend |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
negotiation skills |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
bluff |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
negotiation strategy |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
negotiation tricks |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
negotiation tactics |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
tender |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
request for proposal |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000073.html">https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000073.html</a> |
| -- |
Click here to access this RESOURCE ONLINE | Login using your my.ciu username & password |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Koha item type |
|
| DONATED BY: |
|
| VENDOR |
Business Expert Press |
| Classification part |
BF637.N4 |
| PUBLICATION YEAR |
(c)2011 |
| LOCATION |
|
| REQUESTED BY: |
|
| -- |
|
| -- |
NFIC |
| -- |
Cynthia Snell |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
|---|
| a |
1 |
| b |
Cynthia Snell |
| c |
1 |
| d |
Cynthia Snell |