| 000 -LEADER |
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| fixed length control field |
04594nam a2200265uu 4500 |
| 001 - CONTROL NUMBER |
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| control field |
8062717432530 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20190211163850.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
080627s2007 xx ||||g| |0|| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780072973105 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
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| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
2.15 |
| Local cutter number (OCLC) ; Book number/undivided call number, CALL (RLIN) |
N384n |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) |
|---|
| Koha Dewey Subclass [OBSOLETE] |
PHL2MARC21 1.1 |
| 041 ## - LANGUAGE CODE |
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| Language code of text/sound track or separate title |
eng |
| 245 10 - TITLE STATEMENT |
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| Title |
Negotiation : |
| Remainder of title |
readings, exercises, and cases |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
5.ed |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
Mcgraw-Hill Irwin, |
| Date of publication, distribution, etc. |
2007 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
718 p. |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Title |
Section 1. Negotiation fundamentals |
| -- |
1.1 Three approaches to resolving disputes: interests, rights, and power - William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg |
| -- |
1.2 Selecting a strategy - Roy J. Lewicki, Alex Hiam, and Karen W. Olander |
| -- |
1.3 Making strategic moves - Deborah M. Kolb and Judith Williams |
| -- |
1.4 Six habits of merely effective negotiators - James K. Sebenius |
| -- |
1.5 Successful negotiating - Julia Tipler |
| -- |
1.6 The negotiation checklist - Tony Simons and Thomas M. Tripp |
| -- |
1.7 Negotiation techniques: How to Keep Br'er Rabbit out of the Brier Patch - Charles B. Craver |
| -- |
1.8 Secrets of power negotiating - Roger Dawson |
| -- |
1.9 Defusing the exploding offer: The farpoint gambit - Robert J. Robinson |
| -- |
1.10 Implementing a collaborative strategy - Roy J. Lewichi, Alex Hiam, and Karen W. Olander |
| -- |
1.11 Interest-based negotiation: An engine-driving change - John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson |
| -- |
1.12 Negotiating lessons from the browser wars - James K. Sebenius |
| -- |
Section 2. Negotiation subprocesses |
| -- |
2.1 Negotiating rationally: The power and impact of the negotiator's frame - Margaret A. Nelae and Max H. Bazerman |
| -- |
2.2 Psychological traps - Jeffrey Z. Rubin |
| -- |
2.3 The behavior of successful negotiators - Neil Rackham |
| -- |
2.4 Staying with no - Holly Weeks |
| -- |
2.5 Where does power come from? - Jeffrey Pfeffer |
| -- |
2.6 Harnessing the science of persuasion - Robert B. Cialdini |
| -- |
2.7 Breakthrough bargaining - Deborah M. Kolb and Judith Williams |
| -- |
2.8 Ethics in negotiation: Oil and water or good lubrication? - H. Joseph Reitz, James A. Wall Jr. and Mary Sue Love |
| -- |
2.9 Three schools of bargaining ethics - G. Richard Shell |
| -- |
2.10 Deception and mutual gains bargaining: Are they mutually exclusive? - Raymond A. Friedman and Debra L. Shapiro |
| -- |
Section 3. Negotiation Contexts |
| -- |
3.1 Can we negotiate and still be friends? - Terri Kutzberg and Victoria Husted Medvec |
| -- |
3.2 Staying in the game or changing it: An analysis of moves and turns in negotiation - Deborah M. Kolb |
| -- |
3.3 The high cost of low trust - Keith G. Allred |
| -- |
3.4 When should we use agents? Direct versus representative negotiation - Jeffrey Z. Rubin and Frank E. A. Sander |
| -- |
3.5 When a contract isn't enough: How to be sure your agent gets you the best deal - James K. Sebenius |
| -- |
3.6 The closer - Erin Strout |
| -- |
3.7 The new boss - Matt Bai |
| -- |
3.8 Get things done through coalitions - Margo Vanover |
| -- |
3.9 When interests collide: Managing many parties at the table - Susan Hackley |
| -- |
3.10 Negotiating teams: A levels of analysis approach - Susan Brodt and Leigh Thompson |
| -- |
Section 4. Individual differences |
| -- |
4.1 The power of talk: Who gets heard and why - Deborah Tannen |
| -- |
4.2 Women don't ask - Linda babcock and Sara Laschever |
| -- |
4.3 Should you be a negotiator? Ray Friedman and Bruce Barry |
| -- |
Section 5. Negotiation across cultures |
| -- |
5.1 Negotiation and culture: A framework - Jeanne M. Brett |
| -- |
5.2 Intercultural negotiation in international business - Jeswald W. Salacuse |
| -- |
5.3 Tales of the bazaar: Interest-based negotiation across cultures - Jeffrey M. Senger |
| -- |
5.4 American strengths and weaknesses - Tommy T. B. Koh |
| -- |
Section 6. Resolving differences |
| -- |
6.1 Doing things collaboratively: Realizing the advantage or succumbing to inertia? - Chris Huxham and Siv Vangen |
| -- |
6.2 Taking steps toward "getting to yes" at blue cross and blue shield of Florida - Bridget Booth and Matt McCredie |
| -- |
6.3 Taking the stress out of stressful conversations - Holly Weeks |
| -- |
6.4 Renegotiating existing agreements: How to deal with "life struggling against form" - Jeswald W. Salacuse |
| -- |
6.5 Negotiating with problem people - Len Leritz |
| -- |
6.6 When and how to use third-party help - Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander |
| -- |
6.7 The manager as the third party: Deciding how to intervene in employee disputes - A. R. Elangovan |
| -- |
Section 7. Summary |
| -- |
7.1 Best practices in negotiation - Roy J. Lewicki, David M. Saunders, and Bruce Barry |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| 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 |
Estudo de Caso |
| 9 (RLIN) |
11993 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
|
| 9 (RLIN) |
34805 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
|
| 9 (RLIN) |
34806 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Livro Geral |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20080627 |
| Operator's initials, OID (RLIN) |
1743^b |
| Cataloger's initials, CIN (RLIN) |
Ilkia |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20130617 |
| Operator's initials, OID (RLIN) |
1126^b |
| Cataloger's initials, CIN (RLIN) |
karina |
