| 000 -LEADER |
|---|
| fixed length control field |
01540nam a2200205Ia 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
140814s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780553384116 (pbk.) |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.4092 MAL |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Malhotra, Deepak |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Negotiation Genius : |
| Remainder of title |
how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / |
| Statement of responsibility, etc. |
Deepak Malhotra and Max H. Bazerman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
Random house publishing group, |
| Date of publication, distribution, etc. |
2007. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
343 p. ; |
| Dimensions |
24 cm. |
| 366 ## - TRADE AVAILABILITY INFORMATION |
|---|
| Publishers's discount category |
25 |
| Note |
BANG/2011/CRB/1365/16/02/2012 |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes bibliographical references and index.<br/><br/> |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Contents: Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world -- Negotiating in the real world. Strategies of influence; Blind spots in negotiation; Confronting lies and deception; Recognizing and resolving ethical dilemmas; Negotiating from a position of weakness; When negotiations get ugly: dealing with irrationality, distrust, anger, threats, and ego; When not to negotiate; Putting it into practice -- Glossary.<br/><br/> |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation in business. |
| -- |
Negotiation. |
| -- |
Miscommunication. |
| -- |
Interpersonal communication--Moral and ethical aspects. |
| -- |
Conflict management. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Bazerman, Max H. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
