Negotiation : closing deals, settling disputes and making team decisions (Record no. 102308)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01819nam a22001697a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 978-8132108955 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 302.3 HAM |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Hames, David S |
| 245 ## - TITLE STATEMENT | |
| Title | Negotiation : closing deals, settling disputes and making team decisions |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New Delhi |
| Name of publisher, distributor, etc. | Sage |
| Date of publication, distribution, etc. | 2012 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxi,497p. |
| Other physical details | 24cm, Pbk |
| 500 ## - GENERAL NOTE | |
| General note | Velan/187/06/11/14 Rs525./- |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | The nature of negotiation : what it is and why it matters --<br/>Preparation : building the foundation for negotiating --<br/>Distributive bargaining : a strategy for claiming value --<br/>Integrative negotiation : a strategy for creating value --<br/>Closing deals : persuading the other party to say yes --<br/>Communication : the heart of all negotiations --<br/>Decision making : are we truly rational? --<br/>Power and influence : changing others' attitudes and behaviors --<br/>Ethics : right and wrong do exist when you negotiate --<br/>Multiparty negotiations : managing the additional complexity --<br/>Individual negotiations : managing culture and other complexities --<br/>Difficult negotiations : managing others who play dirty and saying no to those who play nice --<br/>Third-party intervention : recourse when negotiations sputter or fail? |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes."--Publisher's website. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Office Administration |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Withdrawn status | Lost status | Damaged status | Not for loan | Collection code | Home library | Current library | Date acquired | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Date last checked out | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| GSB Collection | H.T. Parekh Library | 28/10/2014 | 0.00 | 2 | 302.3 HAM | B1826 | 02/01/2024 | 20/12/2023 | 30/10/2014 | Books |