3-d negotiation : (Record no. 346055)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01854 a2200217 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1591397995 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781591397991 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.4052 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) | |
| -- | 3583 |
| -- | 3583 |
| 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. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 1st ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | [S.l.] : |
| Name of publisher, distributor, etc. | Harvard Business Press, |
| Date of publication, distribution, etc. | 2006. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 286 p. ; |
| Dimensions | 24 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Hardcover. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Stuck in a "win-win versus win-lose" debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the "first dimension" of Lax and Sebenius’s pathbreaking 3-D Negotiationâ„¢ approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"â€â€deal designâ€â€systematically unlock economic and non-economic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often exerts the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard t |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sebenius, J |
| 856 ## - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Amazon.com |
| Uniform Resource Identifier | <a href="http://www.amazon.com/exec/obidos/ASIN/1591397995/chopacon">http://www.amazon.com/exec/obidos/ASIN/1591397995/chopacon</a> |
| 856 ## - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Amazon customer reviews |
| Uniform Resource Identifier | <a href="http://www.chopac.org/cgi-bin/tools/azrev.pl?q=159">http://www.chopac.org/cgi-bin/tools/azrev.pl?q=159</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Institution code [OBSOLETE] | NBS |
| Koha item type | Book |
| Call number prefix | 658.4052 LAX |
| Withdrawn status | Lost status | Damaged status | Not for loan | Permanent Location | Current Location | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Central Library (CL) | Central Library (CL) | 08/28/2013 | 658.4052 LAX | NBS7282 | 02/17/2015 | 08/28/2013 | Book |