| 000 -LEADER |
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| fixed length control field |
04059nam a2200265uu 4500 |
| 001 - CONTROL NUMBER |
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| control field |
9090914293637 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190211165242.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
090909s1999 xx ||||g| |0|| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
1882711001 |
| 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) |
N384n |
| 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 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Negotiation theory and practice |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Cambridge : |
| Name of publisher, distributor, etc. |
Program on Negotiation Books, |
| Date of publication, distribution, etc. |
1999 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
458 p. |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Title |
Section I. The nature of conflict and negotiation |
| -- |
Some wise and mistaken assumptions about conflict and negotiation - Jeffrey Z. Rubin |
| -- |
An interview with Mary Parker Follet - Albie M. Davis |
| -- |
Strategic choice in negotiation - Dean G. Pruitt |
| -- |
Anatomy of a crisis - William L. Ury and Richard Smoke |
| -- |
Section II. Organizing your team |
| -- |
We need a larger theory of negotiation: the importance of pre-negotiation phases - Harold H. Saunders |
| -- |
Negotiation inside out: what are the best ways to relate internal negotiations with external ones? - Roger Fisher |
| -- |
When should we use agents? Direct vs. Representative negotiation - Jeffrey Z. Rubin and Frank E. A. Sander |
| -- |
Mock pseudo-negotiations with surrogate disputants - Howard Raiffa |
| -- |
Section III. Getting to the table prepared |
| -- |
The power of alternatives or the limits to negotiation - David A. Lax and James K. Sebenius |
| -- |
The role of power and principle in getting to yes - William McCarthy |
| -- |
Beyond yes - Roger Fisher |
| -- |
Negotiation power: getting and using influence - Roger Fisher |
| -- |
Saying you're sorry - Stephen B. Goldberg, Eric D. Green and Frank E. A. Sander |
| -- |
Section IV. The negotiations proper |
| -- |
Common elements in the analysis of the negotiation process - I. William Zartman |
| -- |
Interests: the measure of negotiation - David A. Lax and James K. Sebenius |
| -- |
Your draft or mine? - Jeswald W. Salacuse |
| -- |
Ten Commandments for a negotiator - Janos Nyerges |
| -- |
Section V. The negotiation context |
| -- |
Negotiator judgment: a critical look at the rationality assumption - Max H. Bazerman |
| -- |
The eastern airlines saga: grounded by a contest of wills - Robert B. McKersie |
| -- |
Strategy and self-command - Thomas C. Shelling |
| -- |
Timing and the initiation of de-escalation moves - Louis Kriesberg |
| -- |
Section VI. Culture, race, gender, and style |
| -- |
Rethinking the culture-negotiation link - Robert J. Janosik |
| -- |
Breaking away from subtle biases - J. William Breslin |
| -- |
Making deals in strange places: a beginner's guide to international business negotiations - Jeswald W. Salacuse |
| -- |
Her place at the table: a consideration of gender issues in negotiation - Deborah M. Kolb and Gloria G. Coolidge |
| -- |
The role of personality in successful negotiating - Roderick W. Gilkey and Leonard Greenhalgh |
| -- |
Section VII. Follow-up and implementation |
| -- |
Designing an effective dispute resolution system - William L. Ury, Jeanne M. Brett and Stephen B. Goldberg |
| -- |
Enhancing the capacity of organizations to deal with disputes - Deborah M. Kolb and Susan S. Silbey |
| -- |
Post-settlement settlements - Howard Raiffa |
| -- |
Some additional thoughts on post-settlement settlements - Alvin E. Roth |
| -- |
Post-settlement settlements in two-party negotiations - Max H. Bazerman, Lee E. Russ and Elaine Yakura |
| -- |
Renegotiations in international business - Jeswald W. Salacuse |
| -- |
Section VIII. Multilateral negotiation |
| -- |
Multilateral negotiation : an analytic approach - Saadia Touval |
| -- |
Multilateral negotiation and the future of american labor - Charles Heckscher |
| -- |
The emerging system of international negotiations - Victor A. Kremenyuk |
| -- |
The art of preparing a multilateral conference - Klaus L. Aurisch |
| -- |
Section IX. Third party intervention |
| -- |
Mediated negotiation in the public sector - Lawrence Susskind and Connie Ozawa |
| -- |
Effectiveness of the biased mediator - William P. Smith |
| -- |
Bias and mediators' ethics - Chistopher Honeyman |
| -- |
The corporate ombudsman: an overview and analysis - Mary P Rowe |
| 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 |
Gestão de Conflitos |
| 9 (RLIN) |
13007 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Gênero |
| 9 (RLIN) |
11945 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Mediação |
| 9 (RLIN) |
16379 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
|
| 9 (RLIN) |
37517 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Livro Geral |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20090909 |
| Operator's initials, OID (RLIN) |
1429^b |
| Cataloger's initials, CIN (RLIN) |
Daiane |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20130618 |
| Operator's initials, OID (RLIN) |
0946^b |
| Cataloger's initials, CIN (RLIN) |
karina |
