| 000 -LEADER |
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| fixed length control field |
01731nam a22002777a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20190515111626.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
150316b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780553384116 (pbk.) |
| 040 ## - CATALOGING SOURCE |
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| Transcribing agency |
UG |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HD58.6 |
| Item number |
M35 2008 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Malhotra, Deepak, |
| Dates associated with a name |
1975- |
| 245 10 - TITLE STATEMENT |
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| 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, Max H. Bazerman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York, N.Y. : |
| Name of publisher, distributor, etc |
Bantam Bks., |
| Date of publication, distribution, etc |
2008. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
343 p. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
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. |
| 541 ## - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Donor |
Dr. Prem Misir |
|
|---|
| Donor |
Dr. Prem Misir |
|
|---|
| Donor |
Dr. Prem Misir |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation in business. |
|
|---|
| Topical term or geographic name as entry element |
Negotiation. |
|
|---|
| Topical term or geographic name as entry element |
Miscommunication. |
|
|---|
| Topical term or geographic name as entry element |
Interpersonal communication |
| General subdivision |
Moral and ethical aspects. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Bazerman, Max H. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Entry Department |
TSD |
| Source of classification or shelving scheme |
|
| Verified |
S.M |