MARC details
| 000 -LEADER |
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| fixed length control field |
03965nam a2200601 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
9781947843103 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
BEP |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20240726104647.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
180404s2018 nyu foa 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781947843103 |
| 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 |
HD58 |
| Item number |
.N446 2018 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Schatzki, Michael, |
| Relator term |
Author |
| 245 10 - TITLE STATEMENT |
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| Title |
Negotiating with winning words : |
| Remainder of title |
dialogue and skills to help you come out ahead in any business negotiation / |
| Statement of responsibility, etc. |
Michael Schatzki. |
| 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, New York (222 East 46th Street, New York, NY 10017) : |
| Name of publisher, distributor, etc. |
Business Expert Press, |
| Date of publication, distribution, etc. |
(c)2018. |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
1 online resource (viii, 178 pages) |
| 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, |
| 505 00 - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Part I. Core concepts: what is really going on behind the scenes -- |
| Title |
1. The settlement range -- |
| -- |
2. The negotiation cycle -- |
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Part II. Building the foundation for the negotiation -- |
| -- |
3. Gathering information -- |
| -- |
4. Probing -- |
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5. Information to not blab and timing -- |
| -- |
Part III. Negotiation strategies -- |
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6. Expectations and perceptions -- |
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7. Setting up a negotiation -- |
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8. Asymmetrical trades -- |
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9. Win-win outcomes: myths and realities -- |
| -- |
Part IV. Negotiation tactics -- |
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10. Introduction -- |
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11. Verbal and emotional tactics -- |
| -- |
12. Managing time and the perceptions of time -- |
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13. Misdirection -- |
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14. Structural -- |
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Part V. Going for the close -- |
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15. The art of the concession -- |
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Part VI. Putting it all together -- |
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16. What to say in a typical negotiation -- |
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Conclusion -- |
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About the author -- |
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Index. |
| 520 3# - SUMMARY, ETC. |
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| Summary, etc. |
You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The book also includes a complete walk you through for some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation. |
| 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: |
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| COPYRIGHT INFORMATION |
|
| 538 ## - SYSTEM DETAILS NOTE |
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| System details note |
Mode of access: World Wide Web. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
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| Source of description note |
Title from PDF title page (viewed on April 4, 2018). |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Negotiation in business. |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
agreement |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
buyer |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
concessions |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
core concept |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
expertise |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
information |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
least acceptable settlement |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
manager |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
maximum supportable position |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
negotiation |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
perception |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
possibility |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
principle |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
probing |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
problem solving |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
purchasing |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
sales |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
settlement range |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
tactics |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
win-win |
| 655 #0 - INDEX TERM--GENRE/FORM |
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| Genre/form data or focus term |
Electronic books. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
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| Uniform Resource Identifier |
<a href="https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000702.html">https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000702.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 |
HD58.6 |
| PUBLICATION YEAR |
(c)2018 |
| LOCATION |
|
| REQUESTED BY: |
|
| -- |
|
| -- |
NFIC |
| -- |
Cynthia Snell |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
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| a |
1 |
| b |
Cynthia Snell |
| c |
1 |
| d |
Cynthia Snell |