The Expert Negotiator : (Record no. 33409)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03716nam a22004338i 4500 |
| 001 - CONTROL NUMBER | |
| control field | BRILL9789004502765 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | nllekb |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20260610105353.0 |
| 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 | 200716s2000 ne sb 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789004502765 |
| Qualifying information | (electronic book) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789041114532 |
| Qualifying information | (print) |
| 024 7# - OTHER STANDARD IDENTIFIER | |
| Standard number or code | 10.1163/9789004502765 |
| Source of number or code | DOI |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)606407602 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | NL-LeKB |
| Transcribing agency | NL-LeKB |
| Description conventions | rda |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | BF637.N4 |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | JPS |
| Source | bicssc |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | POL |
| Subject category code subdivision | 011000 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 302.3 |
| Edition information | 23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Saner, Raymond, |
| Relator term | author. |
| 245 14 - TITLE STATEMENT | |
| Title | The Expert Negotiator : |
| Remainder of title | Strategy, Tactics, Motivation, Behaviour and Leadership / |
| Statement of responsibility, etc. | Raymond Saner. |
| 246 3# - VARYING FORM OF TITLE | |
| Title proper/short title | Strategy, Tactics, Motivation, Behaviour and Leadership |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Leiden; |
| -- | Boston : |
| Name of producer, publisher, distributor, manufacturer | Brill | Nijhoff, |
| Date of production, publication, distribution, manufacture, or copyright notice | 2000. |
| 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 1# - SERIES STATEMENT | |
| Series statement | Brill Book Archive Part 1, ISBN: 9789004472495 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Foreword. -- 1. The theory and practice of 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. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Success in negotiation is not a matter of chance, but the result of careful planning and specialized skills. Some of these skills are inborn, others need to be learnt. In this book the psychologist and economist Dr Raymond Saner draws on his long years of experience as a negotiation trainer and university lecturer to show that two-thirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task. Without sacrificing scientific accuracy, Dr 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 the 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 and political 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. This work was originally published in German. |
| 588 ## - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Description based on print version record. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Management techniques. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Title | The Expert Negotiator : Strategy, Tactics, Motivation, Behaviour and Leadership. |
| Place, publisher, and date of publication | Leiden ; Boston : Brill | Nijhoff, 2000 |
| International Standard Book Number | 9789041114532 |
| Record control number | (OCoLC) 44768808 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE | |
| Uniform title | Brill Book Archive Part 1, ISBN: 9789004472495. |
| 856 4# - ELECTRONIC LOCATION AND ACCESS | |
| Public note | DOI: |
| Uniform Resource Identifier | <a href="http://dx.doi.org/10.1163/9789004502765">http://dx.doi.org/10.1163/9789004502765</a> |
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