| 000 -LEADER |
|---|
| fixed length control field |
01864nam a2200265uu 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
5902 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20230525161628.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
010423s1986 xx ||||g| |0|| 0 eng d |
| 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) |
L4259m |
| 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 |
LAX, David A |
| 9 (RLIN) |
5931 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
The manager as negotiator : |
| Remainder of title |
bargaining for cooperation and competitive gain |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
The Free Press, |
| Date of publication, distribution, etc. |
1986 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
395 p. |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Title |
Chapter 1 - The manager as negotiator |
| -- |
Part 1 - Negotiation analysis |
| -- |
Chapter 2 - The Negotiator's dilemma: creating and claiming value |
| -- |
Chapter 3 - Alternatives to agreement: the limits of negotiation |
| -- |
Chapter 4 - Interests: the measure of negotiation |
| -- |
Chapter 5 - Creating value, or where do joint gains really come from? |
| -- |
Chapter 6 - Claiming value |
| -- |
Chapter 7 - Managing the negotiator's dilemma |
| -- |
Chapter 8 - The principles applied: a budget negotiation |
| -- |
Chapter 9 - Changing the game: the evolution of negotiation |
| -- |
Chapter 10 - The approach as a whole and so-called power in bargaining |
| -- |
Part 2 - Negotiation and management |
| -- |
Chapter 11 - What does any manager have to worry about? |
| -- |
Chapter 12 - Negotiation for purposes, authority, and resources: a manager's need for a mandate |
| -- |
Chapter 13 - Sustaining agreements |
| -- |
Chapter 14 - Negotiating in hierarchies: direct management |
| -- |
Chapter 15 - Agents and ratification |
| -- |
Chapter 16 - Negotiating in networks: indirect management |
| -- |
Chapter 17 - The manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negociacao |
| 9 (RLIN) |
12278 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Negociacao Coletiva |
| 9 (RLIN) |
12191 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| 9 (RLIN) |
12713 |
| Topical term or geographic name entry element |
Técnicas Administrativas |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Perfil Gerencial |
| 9 (RLIN) |
14656 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Capacitacao Gerencial |
| 9 (RLIN) |
12918 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
SEBENIUS, James K |
| 9 (RLIN) |
9746 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Livro Geral |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20010423 |
| Operator's initials, OID (RLIN) |
Rutele |
| Cataloger's initials, CIN (RLIN) |
Rutelene |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20061206 |
| Operator's initials, OID (RLIN) |
1103^b |
| Cataloger's initials, CIN (RLIN) |
Zailton |
