The expert negotiator : (Record no. 18789)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03568cam a2200469 i 4500 |
| 001 - CONTROL NUMBER | |
| control field | BRILL9789047440444 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | nllekb |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20260610104940.0 |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr un uuuua |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 080206s2008 ne a sb 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2008005756 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789047440444 |
| Qualifying information | (electronic book) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9789004165021 |
| Qualifying information | (print) |
| 024 7# - OTHER STANDARD IDENTIFIER | |
| Standard number or code | 10.1163/ej.9789004165021.1-292 |
| Source of number or code | DOI |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)192042272 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | NL-LeKB |
| Transcribing agency | NL-LeKB |
| Description conventions | rda |
| 041 1# - LANGUAGE CODE | |
| Language code of text/sound track or separate title | eng |
| Language code of original | ger |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | BF637.N4 |
| Item number | S2313 2008 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 302.3 |
| Edition information | 22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Saner, Raymond. |
| 240 10 - UNIFORM TITLE | |
| Uniform title | Verhandlungstechnik. |
| Language of a work | English |
| 245 14 - TITLE STATEMENT | |
| Title | The expert negotiator : |
| Remainder of title | strategy, tactics, motivation, behaviour, leadership / |
| Statement of responsibility, etc. | Raymond Saner. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 3rd ed. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Leiden ; |
| -- | Boston : |
| Name of producer, publisher, distributor, manufacturer | Martinus Nijhoff Publishers. |
| 264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Date of production, publication, distribution, manufacture, or copyright notice | c2008. |
| 300 ## - online resource | |
| Extent | 1 online resource. |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Content type code | txt |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Media type code | c |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Source | rdacarrier |
| 490 0# - SERIES STATEMENT | |
| Series statement | Nijhoff eBook titles 2008 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references (p. 267-284) and index. |
| 505 00 - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Preliminary Material -- 1 The Theory and Practiceof Negotiation -- 2 Distributive Bargaining -- 3 Needs and Motivation -- 4 Integrative Bargaining -- 5 Strategy -- 6 Tactics -- 7 Phases and Rounds -- 8 Negotiation Behaviour -- 9 Leading a Delegation -- 10 Interest Groups and the Public -- 11 Complex Negotiations -- 12 Communication and Perception -- 13 Stress -- 14 Cross-cultural Factors -- Bibliography -- List of Related Booksby the Same Author -- Index. |
| 506 ## - RESTRICTIONS ON ACCESS NOTE | |
| Terms governing access | Available to subscribing member institutions only. |
| 520 1# - SUMMARY, ETC. | |
| Summary, etc. | "In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scientific accuracy, Professor Saner offers a highly readable and fascinating guide to the subject. In so doing, he does not limit himself to the over-simplified tips generally put out on successful bargaining in every imaginable situation. Rather, he treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves." "The aim of this approach is to reveal the essence of negotiation through the experience of both the author and the reader. Such an understanding of the processes involved in negotiation is of far greater practical value than a mere collection of recipes with no discussion of the underlying theory, while the most comprehensive treatment of the theory without reference to its application in practice would be only half the story. Thus, the text is supplemented by a series of illustrative examples and case studies from the business, political, NGO and international organization arenas, plus some seventy figures and tables. With all this, the author has paid considerable attention to writing a text that is both entertaining to read and rigorous in content."--BOOK JACKET. |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negociación. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation. |
| 776 0# - ADDITIONAL PHYSICAL FORM ENTRY | |
| Title | Expert negotiator |
| International Standard Book Number | 9789004165021 (pbk. : alk. paper) |
| -- | 9004165029 (pbk. : alk. paper) |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE | |
| Uniform title | International Law E-Books Online, Collection 2008, ISBN: 9789004222960. |
| 856 4# - ELECTRONIC LOCATION AND ACCESS | |
| Public note | DOI: |
| Uniform Resource Identifier | <a href="http://dx.doi.org/10.1163/ej.9789004165021.1-292">http://dx.doi.org/10.1163/ej.9789004165021.1-292</a> |
| 994 ## - | |
| -- | C0 |
| -- | NEIDC |
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