| 000 -LEADER |
|---|
| fixed length control field |
01147nam a22002177a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
171122b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781847940933 |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
158.1 FIS |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Fisher, Roger |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Getting to yes : |
| Remainder of title |
negotiating an agreement without giving in / |
| Statement of responsibility, etc. |
Roger Fisher; William Ury; Bruce Patton |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc. |
London : |
| Name of publisher, distributor, etc. |
Random House Business, |
| Date of publication, distribution, etc. |
2012. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
204 p. ; |
| Dimensions |
20 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Previous edition: 1999. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 1. Don't bargain over positions --<br/>Chapter 2. Separate the people from the problem --<br/>Chapter 3. Focus on interests, not positions --<br/>Chapter 4. Invent options for mutual gain --<br/>Chapter 5. Insist on using objective criteria --<br/>Chapter 6. What if they are more powerful? (Develop your BATNA --<br/>Best alternative to a negotiated agreement) --<br/>Chapter 7. What if they won't play? (Use negotiation jujitsu) --<br/>Chapter 8. What if they use dirty tricks? (Taming the hard bargainer) |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation in business. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Ury, William -- author |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Patton, Bruce -- editor |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
