| 000 -LEADER |
|---|
| fixed length control field |
01388nam a2200241uu 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
5053014344811 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190211155927.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
050530s2005 xx ||||g| |0|| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0131407384 |
| 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) |
T4681m |
| 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 |
THOMPSON, Leigh L |
| 9 (RLIN) |
10653 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
The mind and heart of the negotiator |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
3 ed |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New Jersey : |
| Name of publisher, distributor, etc. |
Pearson Prentice Hall, |
| Date of publication, distribution, etc. |
2005 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
434 p. |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Title |
Part I: Essentials of negotiation |
| -- |
Chapter 1 - Negotiation: the mind and the heart |
| -- |
Chapter 2 - Preparation: what to do before negotiation |
| -- |
Chapter 3 - Distributive negotiation: slicing the pie |
| -- |
Chapter 4 - Win-win negotiation: expanding the pie |
| -- |
Part II: Advanced negotiation skills |
| -- |
Chapter 5 - Developing a negotiating style |
| -- |
Chapter 6 - Establishing trust and building a relationship |
| -- |
Chapter 7 - Power, persuasion, and ethics |
| -- |
Chapter 8 - Creativity and problem solving in negotiations |
| -- |
Part III: Applications and special scenarios |
| -- |
Chapter 9 - Multiple parties, coalitions, and teams |
| -- |
Chapter 10 - Cross-cultural negotiation |
| -- |
Chapter 11 - Tacit negotiations and social dilemmas |
| -- |
Chapter 12 - Negotiating via information technology |
| 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 |
|---|
| Topical term or geographic name entry element |
Racionalização Administrativa |
| 9 (RLIN) |
21263 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Livro Geral |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20050530 |
| Operator's initials, OID (RLIN) |
1434^b |
| Cataloger's initials, CIN (RLIN) |
Grazielle |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20061206 |
| Operator's initials, OID (RLIN) |
1519^b |
| Cataloger's initials, CIN (RLIN) |
Zailton |
