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02595cam a2200373Ma 4500 |
| 001 - CONTROL NUMBER |
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u4248 |
| 003 - CONTROL NUMBER IDENTIFIER |
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SA-PMU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20210418124342.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
080805s2009 njua b 001 0 eng d |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
EQO |
| Transcribing agency |
EQO |
| Modifying agency |
UKM |
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NLGGC |
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GBVCP |
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YDXCP |
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DEBBG |
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EUX |
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ALAUL |
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CHRRO |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780138146566 (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
013814656X (pbk.) : |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(OCoLC)287991621 |
| Canceled/invalid control number |
(OCoLC)717518887 |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HD58.6 |
| Item number |
.T478 2009 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.4052 |
| Edition number |
22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Thompson, Leigh L. |
| 245 14 - TITLE STATEMENT |
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| Title |
The mind and heart of the negotiator / |
| Statement of responsibility, etc. |
Leigh L. Thompson. |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
4th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
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| Place of publication, distribution, etc. |
Upper Saddle River, N.J. ; |
| -- |
Harlow : |
| Name of publisher, distributor, etc. |
Pearson Education, |
| Date of publication, distribution, etc. |
c2009. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xviii, 411 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| 500 ## - GENERAL NOTE |
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| General note |
Previous ed.: 2005. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
"Pearson international edition" -- Cover. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills." -- from www.amazon.com (Nov.5, 2010). |
| 596 ## - |
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| -- |
1 2 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Negotiation in business. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negotiation. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negotiation |
| General subdivision |
Psychological aspects. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negotiation |
| Form subdivision |
Handbooks, manuals, etc. |
| 856 4# - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="http://catdir.loc.gov/catdir/toc/ecip0824/2008032483.html">http://catdir.loc.gov/catdir/toc/ecip0824/2008032483.html</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Koha item type |
Books |
| 994 ## - |
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Z0 |
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SUPMU |