3-D negotiation : (Record no. 15062)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01658cam a22002534a 4500 |
| 001 - CONTROL NUMBER | |
| control field | a2073 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | SIRSI |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 060308s2006 maua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2006007901 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1591397995 (alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781591397991 (alk. paper) |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (Sirsi) i9781591397991 |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HD58.6 |
| Item number | .L388 2006 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.4/052 |
| Edition information | 22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Lax, David A. |
| 245 10 - TITLE STATEMENT | |
| Title | 3-D negotiation : |
| Remainder of title | powerful tools to change the game in your most important deals / |
| Statement of responsibility, etc. | David A. Lax and James K. Sebenius. |
| 246 3# - VARYING FORM OF TITLE | |
| Title proper/short title | Three-D negotiation. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Boston, Mass. : |
| Name of publisher, distributor, etc. | Harvard Business School Press, |
| Date of publication, distribution, etc. | c2006. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | vi, 286 p. : |
| Other physical details | ill. ; |
| Dimensions | 25 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references (p. [255]-267) and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Overview: 3-D negotiation in a nutshell -- Negotiate in three dimensions -- Do a 3-D audit of barriers to agreement -- Craft a 3-D strategy to overcome the barriers -- Set up the right negotiation, "away from the table" -- Get all the parties right -- Get all the interests right -- Get the no-deal options right -- Get the sequence and basic process choices right -- Design value-creating deals, "on the drawing board" -- Move "northeast" -- Dovetail differences -- Make lasting deals -- Negotiate the spirit of the deal -- Stress problem-solving tactics, "at the table" -- Shape perceptions to claim value -- Solve joint problems to create and claim value -- 3-D strategies in practice: "let them have your way" -- Map backward to craft a 3-D strategy -- Think strategically, act opportunistically. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation in business. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sebenius, James K., |
| Dates associated with a name | 1953- |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection | Home library | Current library | Shelving location | Cost, normal purchase price | Total checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | AUE Library Collection | MAIN | MAIN | General | 21.12 | HD58.6 .L388 2006 | 10049121 | 03/13/2021 | 1 | 11/19/2019 | Books |