| 000 -LEADER |
|---|
| fixed length control field |
01573nam a2200265uu 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
5053013363011 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190713062527.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
050530s1992 xx ||||g| |0|| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0029019869 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
|---|
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
2.15 |
| Local cutter number (OCLC) ; Book number/undivided call number, CALL (RLIN) |
B362n |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) |
|---|
| Koha Dewey Subclass [OBSOLETE] |
PHL2MARC21 1.1 |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
eng |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
BAZERMAN, Max H. |
| 9 (RLIN) |
14814 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Negotiating rationally |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
The Free, |
| Date of publication, distribution, etc. |
1992 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
196 p. |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Title |
1. Introduction to rational thining in negotiation |
| -- |
Part one - Common mistakes in negotiation |
| -- |
2. The irrational escalation of commitment |
| -- |
3. The mythical fixed-pie |
| -- |
4. Anchoring and adjustment |
| -- |
5. Framing negotiations |
| -- |
6. Availability of information |
| -- |
7. The winner's curse |
| -- |
8. Overconfidence and negotiator behavior |
| -- |
Part two - A rational framework for negotiation |
| -- |
9. Thinking rationally about negotiation |
| -- |
10. Negotiations in a joint venture: a case example |
| -- |
11. Rational strategies for creating integrative agreements |
| -- |
Part three - Simplifying complex negotiations |
| -- |
12. Are you an expert? |
| -- |
13. Fairness, emotion, and rationality in negotiation |
| -- |
14. Negotiating in groups and organizations |
| -- |
15. Negotiating through third parties |
| -- |
16. Competitive bidding: the winner's curse revisited |
| -- |
17. Negotiating through action |
| -- |
18. Conclusion: negotiating rationally in an irrational world |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negociação |
| 9 (RLIN) |
12278 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| 9 (RLIN) |
12277 |
| Topical term or geographic name entry element |
Avaliação |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Racionalidade Administrativa |
| 9 (RLIN) |
21261 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Racionalização |
| 9 (RLIN) |
12040 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
NEALE, Margaret A |
| 9 (RLIN) |
19502 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Livro Geral |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20050530 |
| Operator's initials, OID (RLIN) |
1336^b |
| Cataloger's initials, CIN (RLIN) |
Grazielle |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20061205 |
| Operator's initials, OID (RLIN) |
1554^b |
| Cataloger's initials, CIN (RLIN) |
Zailton |
