Mastering business negotiation: a working guide to making deals and resolving conflict
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
San Francisco
Jossey-Bass, a John Wiley & Sons Imprint
2006
|
| Subjects: | |
| Online Access: | Table of contents only Publisher description Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references and index |
| Physical Description: | VII, 303 S. 24 cm |
| ISBN: | 0787980994 |
Staff View
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV022273889 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 070215s2006 xxu |||| 00||| eng d | ||
| 010 | |a 2006013043 | ||
| 020 | |a 0787980994 |c cloth |9 0-7879-8099-4 | ||
| 035 | |a (OCoLC)67405576 | ||
| 035 | |a (DE-599)BVBBV022273889 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 044 | |a xxu |c US | ||
| 049 | |a DE-1043 |a DE-526 | ||
| 050 | 0 | |a HD58.6 | |
| 082 | 0 | |a 658.4/052 |2 22 | |
| 084 | |a QP 300 |0 (DE-625)141850: |2 rvk | ||
| 100 | 1 | |a Lewicki, Roy J. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Mastering business negotiation |b a working guide to making deals and resolving conflict |c Roy J. Lewicki, Alexander Hiam |
| 264 | 1 | |a San Francisco |b Jossey-Bass, a John Wiley & Sons Imprint |c 2006 | |
| 300 | |a VII, 303 S. |c 24 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 650 | 4 | |a Négociations (Affaires) | |
| 650 | 4 | |a Negotiation in business | |
| 700 | 1 | |a Hiam, Alexander |d 1957- |e Sonstige |0 (DE-588)112829309 |4 oth | |
| 856 | 4 | |u http://www.loc.gov/catdir/toc/ecip0612/2006013043.html |3 Table of contents only | |
| 856 | 4 | |u http://www.loc.gov/catdir/enhancements/fy0648/2006013043-d.html |3 Publisher description | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015484310&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-015484310 | ||
Record in the Search Index
| _version_ | 1804136279336550400 |
|---|---|
| adam_text | Contents
Preface vii
1 The Negotiation Imperative 1
2 The Flexibility of the Master Negotiator 19
3 Getting Ready to Negotiate 40
4 The Art of the Master Competitor 73
5 Executing a Competitive Negotiation 92
6 Mastering the Art of Collaboration 127
7 Mastering the Art of Compromise 159
8 Mastering Accommodation and 185
Avoidance Strategies
9 Three (or More) Is a Crowd: 202
Mastering Multiparty Negotiations
10 Mastering the Framing Process in Negotiation 219
11 Mastering the Power and Influence Process 238
12 Mastering Personal Negotiations 263
The Authors 293
Index 295
v
|
| adam_txt |
Contents
Preface vii
1 The Negotiation Imperative 1
2 The Flexibility of the Master Negotiator 19
3 Getting Ready to Negotiate 40
4 The Art of the Master Competitor 73
5 Executing a Competitive Negotiation 92
6 Mastering the Art of Collaboration 127
7 Mastering the Art of Compromise 159
8 Mastering Accommodation and 185
Avoidance Strategies
9 Three (or More) Is a Crowd: 202
Mastering Multiparty Negotiations
10 Mastering the Framing Process in Negotiation 219
11 Mastering the Power and Influence Process 238
12 Mastering Personal Negotiations 263
The Authors 293
Index 295
v |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Lewicki, Roy J. |
| author_GND | (DE-588)112829309 |
| author_facet | Lewicki, Roy J. |
| author_role | aut |
| author_sort | Lewicki, Roy J. |
| author_variant | r j l rj rjl |
| building | Verbundindex |
| bvnumber | BV022273889 |
| callnumber-first | H - Social Science |
| callnumber-label | HD58 |
| callnumber-raw | HD58.6 |
| callnumber-search | HD58.6 |
| callnumber-sort | HD 258.6 |
| callnumber-subject | HD - Industries, Land Use, Labor |
| classification_rvk | QP 300 |
| ctrlnum | (OCoLC)67405576 (DE-599)BVBBV022273889 |
| dewey-full | 658.4/052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4/052 |
| dewey-search | 658.4/052 |
| dewey-sort | 3658.4 252 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01619nam a2200397zc 4500</leader><controlfield tag="001">BV022273889</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">070215s2006 xxu |||| 00||| eng d</controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a">2006013043</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0787980994</subfield><subfield code="c">cloth</subfield><subfield code="9">0-7879-8099-4</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)67405576</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV022273889</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-1043</subfield><subfield code="a">DE-526</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HD58.6</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.4/052</subfield><subfield code="2">22</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 300</subfield><subfield code="0">(DE-625)141850:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Lewicki, Roy J.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Mastering business negotiation</subfield><subfield code="b">a working guide to making deals and resolving conflict</subfield><subfield code="c">Roy J. Lewicki, Alexander Hiam</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">San Francisco</subfield><subfield code="b">Jossey-Bass, a John Wiley & Sons Imprint</subfield><subfield code="c">2006</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">VII, 303 S.</subfield><subfield code="c">24 cm</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references and index</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Négociations (Affaires)</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Negotiation in business</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Hiam, Alexander</subfield><subfield code="d">1957-</subfield><subfield code="e">Sonstige</subfield><subfield code="0">(DE-588)112829309</subfield><subfield code="4">oth</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/toc/ecip0612/2006013043.html</subfield><subfield code="3">Table of contents only</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/enhancements/fy0648/2006013043-d.html</subfield><subfield code="3">Publisher description</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015484310&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-015484310</subfield></datafield></record></collection> |
| id | DE-604.BV022273889 |
| illustrated | Not Illustrated |
| index_date | 2024-07-02T16:47:03Z |
| indexdate | 2024-07-09T20:53:52Z |
| institution | BVB |
| isbn | 0787980994 |
| language | English |
| lccn | 2006013043 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-015484310 |
| oclc_num | 67405576 |
| open_access_boolean | |
| owner | DE-1043 DE-526 |
| owner_facet | DE-1043 DE-526 |
| physical | VII, 303 S. 24 cm |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Jossey-Bass, a John Wiley & Sons Imprint |
| record_format | marc |
| spelling | Lewicki, Roy J. Verfasser aut Mastering business negotiation a working guide to making deals and resolving conflict Roy J. Lewicki, Alexander Hiam San Francisco Jossey-Bass, a John Wiley & Sons Imprint 2006 VII, 303 S. 24 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Négociations (Affaires) Negotiation in business Hiam, Alexander 1957- Sonstige (DE-588)112829309 oth http://www.loc.gov/catdir/toc/ecip0612/2006013043.html Table of contents only http://www.loc.gov/catdir/enhancements/fy0648/2006013043-d.html Publisher description HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015484310&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Lewicki, Roy J. Mastering business negotiation a working guide to making deals and resolving conflict Négociations (Affaires) Negotiation in business |
| title | Mastering business negotiation a working guide to making deals and resolving conflict |
| title_auth | Mastering business negotiation a working guide to making deals and resolving conflict |
| title_exact_search | Mastering business negotiation a working guide to making deals and resolving conflict |
| title_exact_search_txtP | Mastering business negotiation a working guide to making deals and resolving conflict |
| title_full | Mastering business negotiation a working guide to making deals and resolving conflict Roy J. Lewicki, Alexander Hiam |
| title_fullStr | Mastering business negotiation a working guide to making deals and resolving conflict Roy J. Lewicki, Alexander Hiam |
| title_full_unstemmed | Mastering business negotiation a working guide to making deals and resolving conflict Roy J. Lewicki, Alexander Hiam |
| title_short | Mastering business negotiation |
| title_sort | mastering business negotiation a working guide to making deals and resolving conflict |
| title_sub | a working guide to making deals and resolving conflict |
| topic | Négociations (Affaires) Negotiation in business |
| topic_facet | Négociations (Affaires) Negotiation in business |
| url | http://www.loc.gov/catdir/toc/ecip0612/2006013043.html http://www.loc.gov/catdir/enhancements/fy0648/2006013043-d.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015484310&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT lewickiroyj masteringbusinessnegotiationaworkingguidetomakingdealsandresolvingconflict AT hiamalexander masteringbusinessnegotiationaworkingguidetomakingdealsandresolvingconflict |