| 000 -LEADER |
|---|
| fixed length control field |
01602cam a2200277 a 4500 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
160218s2016 enka 000 0 eng |
| LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2016000804 |
| INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781292112800 |
| CATALOGING SOURCE |
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| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| AUTHENTICATION CODE |
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| Authentication code |
pcc |
| LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HD58.6 |
| Item number |
.H675 2016 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.4/052 |
| Edition number |
23 |
| SYSTEM CONTROL NUMBER |
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| System control number |
(IMchF)fol16849646 |
| DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20170126101258.0 |
| CONTROL NUMBER |
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| control field |
65370 |
| CONTROL NUMBER IDENTIFIER |
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| control field |
UOWD |
| MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Horton, Simon |
| TITLE STATEMENT |
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| Title |
The leader's guide to negotiation : |
| Remainder of title |
how to use soft skills to get hard results |
| Statement of responsibility, etc |
Simon Horton |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Harlow, England : |
| -- |
London : |
| Name of publisher, distributor, etc |
Pearson Education, |
| Date of publication, distribution, etc |
c2016. |
| PHYSICAL DESCRIPTION |
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| Extent |
xi, 283 p. : |
| Other physical details |
ill. ; |
| Dimensions |
22 cm. |
| FORMATTED CONTENTS NOTE |
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| Formatted contents note |
INTRODUCTION CHAPTER 1: NEGOTIATION FUNDAMENTALS CHAPTER 2: THE STRONG WIN-WIN PRINCIPLES CHAPTER 3: PREPARE! 3.1 YOUR WIN 3.2 THEIR WIN 3.3 MULTI-PARTY NEGOTIATIONS 3.4 PREPARING YOURSELF CHAPTER 4: DEVELOP YOUR PLAN CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT 5.1 RAPPORT 5.2 CREDIBILITY 5.3 RAPPORT VS CREDIBILITY 5.4 INCREASING YOUR POWER CHAPTER 6: MOVE THEM TO WIN-WIN 6.1 TURN THEM INTO A SWORN-IN WIN-WIN FANATIC 6.2 CHANNEL THEIR SELF-INTEREST 6.3 DEALING WITH DIFFICULT PEOPLE CHAPTER 7: SOLVE THE PROBLEM 7.1 PROBLEM-SOLVING 7.2 COMMUNICATION 7.3 DEADLOCK 7.4 CONCESSIONS 7.5 DEALING WITH DIRTY TRICKS CHAPTER 8: TRUST BUT VERIFY 8.1 SEEK TO TRUST 8.2 HOW TO TELL IF YOU CAN TRUST THEM 8.3 INCREASE THEIR TRUSTWORTHINESS 8.4 WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL AFTERWORD Further reading |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Negotiation in business |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Negotiation |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Leadership |
| ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
REGULAR |