MARC details
| 000 -LEADER |
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| fixed length control field |
02216 a2200241 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20190624103909.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
190624b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781633690769 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
Acharya Institutes |
| 041 ## - LANGUAGE CODE |
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| Language code of text/sound track or separate title |
eng |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Edition number |
23 |
| Classification number |
658.4052 |
| Item number |
WEI |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Weiss, Jeff A. |
| 245 10 - TITLE STATEMENT |
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| Title |
HBR guide to negotiating / |
| Statement of responsibility, etc |
Jeff Weiss. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Name of publisher, distributor, etc |
Harvard Business Review Press, |
| Place of publication, distribution, etc |
Boston : |
| Date of publication, distribution, etc |
2016. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xvii, 177 p. ; |
| Dimensions |
23 cm. |
| 490 0# - SERIES STATEMENT |
|---|
| Series statement |
Harvard business review guides. |
| 505 0# - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Introduction: negotiation is about creativity, not compromise --<br/>The Seven Elements Tool --<br/>Section 1. Before you get in the room: the best negotiator is the most prepared one --<br/>Question you assumptions about the negotiation --<br/>Prepare the substance --<br/>Prepare the process --<br/>Connect in advance --<br/>Section 2. In the room: power comes from negotiating with discipline --<br/>Begin the negotiation --<br/>Create and refine your options --<br/>Select the right outcome --<br/>Continuously adapt your approach --<br/>Section 3. The common challenges: tools and techniques you can use in specific situations --<br/>Align multiple parties --<br/>Tame the hard bargainer --<br/>When communication breaks down --<br/>When emotions get in the way --<br/>Section 4 Postgame: careful review drives learning and improvement --<br/>Wrap up the negotiation --<br/>Review what happened. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
Forget about the hard bargain. Whether you're discussing the terms of a high-stakes deal or asking for a raise, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle - if you come to any agreement at all. But there's a better way. Written by negotiation expert Jeff Weiss, the "HBR Guide to Negotiating" provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Source of heading or term |
SLSH |
| Topical term or geographic name as entry element |
Negotiation in business. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Source of heading or term |
SLSH |
| Topical term or geographic name as entry element |
Business and Management. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
