MARC details
| 000 -CABECERA |
|---|
| campo de control de longitud fija |
02922nam a2200325Ia 4500 |
| 001 - NÚMERO DE CONTROL |
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| campo de control |
1621 |
| 008 - DATOS DE LONGITUD FIJA--INFORMACIÓN GENERAL |
|---|
| campo de control de longitud fija |
230305s2006 xx 000 0 und d |
| 020 ## - NÚMERO INTERNACIONAL ESTÁNDAR DEL LIBRO |
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| Número Internacional Estándar del Libro |
9780143036975 |
| 043 ## - CÓDIGO DE ÁREA GEOGRÁFICA |
|---|
| Código de área geográfica |
en_UK |
| 041 ## - CÓDIGO DE LENGUA |
|---|
| Código de lengua del texto/banda sonora o título independiente |
eng |
| 245 #0 - MENCIÓN DE TÍTULO |
|---|
| Título |
Bargaining for advantage |
| 250 ## - MENCIÓN DE EDICIÓN |
|---|
| Mención de edición |
2ª ed |
| 260 ## - PUBLICACIÓN, DISTRIBUCIÓN, ETC. |
|---|
| Lugar de publicación, distribución, etc. |
|
| Nombre del editor, distribuidor, etc. |
Penguin, |
| Fecha de publicación, distribución, etc. |
2006 |
| 300 ## - DESCRIPCIÓN FÍSICA |
|---|
| Extensión |
xx + 294 p. ; 21 cm |
| 500 ## - NOTA GENERAL |
|---|
| Nota general |
negotiation strategies for reasonable people |
| 505 ## - NOTA DE CONTENIDO CON FORMATO |
|---|
| Nota de contenido con formato |
Includes bibliographical references and index. |
| Mención de responsabilidad |
TOC:-- |
| -- |
PART I: The Six Foundations of Effective Negotiation-- |
| -- |
Chapter 1: The First Foundation: Your Bargaining Style-- |
| -- |
Chapter 2: The Second Foundation: Your Goals and Expectations-- |
| -- |
Chapter 3: The Third Foundation: Authoritative Standards and Norms-- |
| -- |
Chapter 4: The Fourth Foundation: Relationships-- |
| -- |
Chapter 5: The Fifth Foundation: The Other Party's Interests-- |
| -- |
Chapter 6: The Sixth Foundation: Leverage-- |
| -- |
PART II: The Negotiation Process-- |
| -- |
Chapter 7: Step 1: Preparing Your Strategy-- |
| -- |
Chapter 8: Step 2: Exchanging Information-- |
| -- |
Chapter 9: Step 3: Opening and Making Concessions-- |
| -- |
Chapter 10: Step 4: Closing and Gaining Commitment-- |
| -- |
Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation-- |
| -- |
Chapter 12: Conclusion: On Becoming an Effective Negotiatior-- |
| -- |
Appendix A: Bargaining Styles Assessment Tool-- |
| -- |
Appendix B: Information-Based Bargaining Plan-- |
| 520 ## - SUMARIO, ETC. |
|---|
| Sumario, etc. |
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: An easy-to-take 'Negotiation I.Q.' test that reveals your unique strengths as a negotiator; A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse; Insights on how to succeed when you negotiate online; Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track. |
| 630 ## - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÍTULO UNIFORME |
|---|
| Título uniforme |
BF PSYCHOLOGY |
| 9 (RLIN) |
7 |
| 650 #0 - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÉRMINO DE MATERIA |
|---|
| Término de materia o nombre geográfico como elemento de entrada |
Negotiation |
| 9 (RLIN) |
63 |
| 650 #0 - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÉRMINO DE MATERIA |
|---|
| Término de materia o nombre geográfico como elemento de entrada |
Persuasion (Psychology) |
| 9 (RLIN) |
4289 |
| 650 ## - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÉRMINO DE MATERIA |
|---|
| Término de materia o nombre geográfico como elemento de entrada |
|
| 9 (RLIN) |
12 |
| 700 ## - ENTRADA AGREGADA--NOMBRE PERSONAL |
|---|
| Nombre de persona |
Shell, Richard G. |
| Término indicativo de función/relación |
Author |
| 856 ## - LOCALIZACIÓN Y ACCESO ELECTRÓNICOS |
|---|
| Identificador Uniforme del Recurso |
<a href="https://books.google.es/books?id=IllKn7ctWhoC&lpg=PP1&dq=bargaining%20for%20advantage&hl=es&pg=PP1#v=onepage&q=bargaining%20for%20advantage&f=false">https://books.google.es/books?id=IllKn7ctWhoC&lpg=PP1&dq=bargaining%20for%20advantage&hl=es&pg=PP1#v=onepage&q=bargaining%20for%20advantage&f=false</a> |
| 902 ## - ELEMENTOS DE DATOS B LOCAL, LDB (RLIN) |
|---|
| a |
554 |
| 905 ## - ELEMENTOS DE DATOS E LOCAL, LDE (RLIN) |
|---|
| a |
m |
| 912 ## - |
|---|
| -- |
2006-01-01 |
| 942 ## - ELEMENTOS DE ENTRADA AGREGADA (KOHA) |
|---|
| Código de la institución [OBSOLETO] |
1 |
| 953 ## - |
|---|
| -- |
2016-10-19 17:02:10 |
