| 000 -LEADER |
|---|
| fixed length control field |
02040nam a2200253uu 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
0080913420241 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20250627062538.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
100809s1995 xx ||||g| |0|| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780140235319 |
| 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) |
F5331g |
| 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 |
|---|
| 9 (RLIN) |
3582 |
| Personal name |
Fisher, Roger |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Getting ready to negotiate : |
| Remainder of title |
the getting to yes workbook |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
Penguin Books, |
| Date of publication, distribution, etc. |
1995 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
192 p. |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Title |
2. In a hurry? |
| -- |
The seven elements of negotiation |
| -- |
3. Interests: What do people really want? |
| -- |
Identify the relevant parties |
| -- |
Clarify the interests |
| -- |
Probe for underlying interests |
| -- |
4. Options: What are possible agreements or bits of an agreement? |
| -- |
Create options to meet interests |
| -- |
Find ways to maximize joint gains |
| -- |
5. Alternatives: What will i do if we do not agree? |
| -- |
Think of my alternatives to a negotiated agreement |
| -- |
Select and improve my BATNA |
| -- |
Identify alternatives open to the other side |
| -- |
Estimate their BATNA |
| -- |
6. Legitimacy: What criteria will i use to persuade each of us that we are not being ripped off? |
| -- |
Use external standards as a sword and as a shield |
| -- |
Use the fairness of the process to persuade |
| -- |
Offer them an attractive way to explain their decision |
| -- |
7. Communication: Am i ready to listen and talk effectively? |
| -- |
Question my assumptions and identify things to listen for |
| -- |
Reframe to help them understand |
| -- |
8. Relationship: Am i ready to deal with the relationship? |
| -- |
Separate people issues from substantive issues |
| -- |
Prepare to build a good working relationship |
| -- |
9. Commitment: What commitments should i seek or make? |
| -- |
Identify the issues to be included in the agreement |
| -- |
Plan the steps to agreement |
| -- |
Moving from preparation to negotiation |
| -- |
10. Getting ready to agree |
| 590 ## - LOCAL NOTE (RLIN) |
|---|
| Local note |
Doado pelo Projeto de Cooperação Brasil-Canadá - Desenvolvimento de Capacidade de Governança |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| 9 (RLIN) |
12278 |
| Topical term or geographic name entry element |
Negociação |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Manual |
| 9 (RLIN) |
12910 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
ERTEL, Danny |
| 9 (RLIN) |
29344 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Livro Geral |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20100809 |
| Operator's initials, OID (RLIN) |
1342^b |
| Cataloger's initials, CIN (RLIN) |
Jaqueline |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20100903 |
| Operator's initials, OID (RLIN) |
1012^b |
| Cataloger's initials, CIN (RLIN) |
Jaqueline |
