Secrets of power negotiating for salespeople : (Record no. 33033)
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| 001 - CONTROL NUMBER | |
| control field | ocm44959641 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OCoLC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200810094410.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m o d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr cn||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 000807s1999 nju o 001 0 eng d |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | N$T |
| Language of cataloging | eng |
| Description conventions | pn |
| Transcribing agency | N$T |
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| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 058522689X |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780585226897 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781453254134 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1453254137 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 156414500X |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 1564144283 |
| Qualifying information | (hardcover) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9781564144287 |
| Qualifying information | (hardcover) |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | DEBBG |
| System control number | BV043142652 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | DEBSZ |
| System control number | 422532746 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | GBVCP |
| System control number | 800610830 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)44959641 |
| Canceled/invalid control number | (OCoLC)82570427 |
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| -- | (OCoLC)1060197482 |
| -- | (OCoLC)1077577384 |
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| 037 ## - SOURCE OF ACQUISITION | |
| Stock number | B1B4C344-D624-4132-8E14-3BEC001E9CF3 |
| Source of stock number/acquisition | OverDrive, Inc. |
| Note | http://www.overdrive.com |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dlr |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25 |
| Item number | .D392 1999eb |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 043000 |
| Source | bisacsh |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 078000 |
| Source | bisacsh |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| Edition number | 21 |
| 049 ## - LOCAL HOLDINGS (OCLC) | |
| Holding library | MAIN |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Dawson, Roger, |
| Dates associated with a name | 1940- |
| Authority record control number or standard number | http://id.loc.gov/authorities/names/n85019412 |
| 245 10 - TITLE STATEMENT | |
| Title | Secrets of power negotiating for salespeople : |
| Remainder of title | inside secrets from a master negotiator / |
| Statement of responsibility, etc. | by Roger Dawson. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Franklin Lakes, N.J. : |
| Name of publisher, distributor, etc. | Career Press, |
| Date of publication, distribution, etc. | �1999. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (255 pages) |
| 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 |
| Carrier type code | cr |
| Source | rdacarrier |
| 347 ## - DIGITAL FILE CHARACTERISTICS | |
| File type | data file |
| Source | rda |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 00 - FORMATTED CONTENTS NOTE | |
| Title | Preface: Nothing Happens Until Somebody Sells Something--at a profit -- |
| -- | The Importance of Negotiating -- |
| -- | Selling in the New Millennium -- |
| -- | Win-Win Sales Negotiating -- |
| -- | Negotiating Is Played by a Set of Rules -- |
| -- | Beginning Sales Negotiating Gambits -- |
| -- | Ask for More Than You Expect to Get -- |
| -- | Bracketing -- |
| -- | Never Say Yes to the First Offer -- |
| -- | Flinching -- |
| -- | Playing Reluctant Seller -- |
| -- | Concentrate on the Issues -- |
| -- | The Vise Gambit -- |
| -- | Middle Sales Negotiating Gambits -- |
| -- | Higher Authority -- |
| -- | Avoid Confrontational Negotiating -- |
| -- | The Declining Value of Services -- |
| -- | Never Offer to Split the Difference -- |
| -- | The Hot Potato -- |
| -- | Trading Off -- |
| -- | Ending Sales Negotiating Gambits -- |
| -- | Good Guy / Bad Guy -- |
| -- | Nibbling -- |
| -- | Patterns of Concessions -- |
| -- | Withdrawing an Offer -- |
| -- | Positioning for Easy Acceptance -- |
| -- | Writing the Contract -- |
| -- | Why Money Isn't As Important As You Think -- |
| -- | Buyers Want to Pay More, Not Less -- |
| -- | Things That Are More Important Than Money -- |
| -- | Finding Out How Much a Buyer Will Pay -- |
| -- | Secrets of Power Sales Closing -- |
| -- | The 4 Stages of Selling -- |
| -- | 24 Power Closes -- |
| -- | Questionable Closes -- |
| -- | How to Control the Negotiation -- |
| -- | Negotiating Drives -- |
| -- | Questionable Gambits and How to Counter Them -- |
| -- | Negotiating with Non-Americans -- |
| -- | Negotiating Pressure Points -- |
| -- | Handling Problem Negotiations -- |
| -- | Handling the Angry Person -- |
| -- | Understanding the Other Negotiator -- |
| -- | Developing Personal Power -- |
| -- | Understanding the Personality of the Buyer -- |
| -- | Win-Win Sales Negotiating -- |
| -- | Also by Roger Dawson -- |
| -- | Speeches and Seminars. |
| 588 0# - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Print version record. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. |
| 506 ## - RESTRICTIONS ON ACCESS NOTE | |
| Materials specified | Use copy |
| Standardized terminology for access restriction | Restrictions unspecified |
| Source of term | star |
| Institution to which field applies | MiAaHDL |
| 533 ## - REPRODUCTION NOTE | |
| Type of reproduction | Electronic reproduction. |
| Place of reproduction | [S.l.] : |
| Agency responsible for reproduction | HathiTrust Digital Library, |
| Date of reproduction | 2011. |
| Institution to which field applies | MiAaHDL |
| 538 ## - SYSTEM DETAILS NOTE | |
| System details note | Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. |
| Uniform Resource Identifier | <a href="http://purl.oclc.org/DLF/benchrepro0212">http://purl.oclc.org/DLF/benchrepro0212</a> |
| Institution to which field applies | MiAaHDL |
| 583 1# - ACTION NOTE | |
| Action | digitized |
| Time/date of action | 2011 |
| Jurisdiction | HathiTrust Digital Library |
| Status | committed to preserve |
| Source of term | pda |
| Institution to which field applies | MiAaHDL |
| 590 ## - LOCAL NOTE (RLIN) | |
| Local note | eBooks on EBSCOhost |
| Provenance (VM) [OBSOLETE] | EBSCO eBook Subscription Academic Collection - Worldwide |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| Authority record control number or standard number | http://id.loc.gov/authorities/subjects/sh85119819 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation in business. |
| Authority record control number or standard number | http://id.loc.gov/authorities/subjects/sh85090651 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | BUSINESS & ECONOMICS |
| General subdivision | Marketing |
| -- | General. |
| Source of heading or term | bisacsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | BUSINESS & ECONOMICS |
| General subdivision | Distribution. |
| Source of heading or term | bisacsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation in business. |
| Source of heading or term | fast |
| Authority record control number or standard number | (OCoLC)fst01035573 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| Source of heading or term | fast |
| Authority record control number or standard number | (OCoLC)fst01111969 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Commerce. |
| Source of heading or term | hilcc |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Marketing & Sales. |
| Source of heading or term | hilcc |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Business & Economics. |
| Source of heading or term | hilcc |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 655 #0 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Dawson, Roger, 1940- |
| Title | Secrets of power negotiating for salespeople. |
| Place, publisher, and date of publication | Franklin Lakes, N.J. : Career Press, �1999 |
| International Standard Book Number | 1564144283 |
| Record control number | (DLC) 99029739 |
| -- | (OCoLC)41231553 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://libproxy.firstcity.edu.my:8443/login?url=http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153">https://libproxy.firstcity.edu.my:8443/login?url=http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153</a> |
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