Secrets of power negotiating : (Record no. 33055)
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| fixed length control field | 05036cam a2200613Ma 4500 |
| 001 - CONTROL NUMBER | |
| control field | ocm44959674 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OCoLC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200810094417.0 |
| 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 |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 99011389 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | N$T |
| Language of cataloging | eng |
| Description conventions | pn |
| Transcribing agency | N$T |
| Modifying agency | OCL |
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| 015 ## - NATIONAL BIBLIOGRAPHY NUMBER | |
| National bibliography number | GB99-Y8469 |
| 019 ## - | |
| -- | 532633522 |
| -- | 1038655297 |
| -- | 1154987654 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 058520148X |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780585201481 |
| Qualifying information | (electronic bk.) |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | AU@ |
| System control number | 000051410788 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | DEBBG |
| System control number | BV043142523 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | DEBSZ |
| System control number | 422532738 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | GBVCP |
| System control number | 800611101 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)44959674 |
| Canceled/invalid control number | (OCoLC)532633522 |
| -- | (OCoLC)1038655297 |
| -- | (OCoLC)1154987654 |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HD58.6 |
| Item number | .D39 1999eb |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 047000 |
| Source | bisacsh |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.4/052 |
| 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 : |
| Remainder of title | inside secrets from a master negotiator / |
| Statement of responsibility, etc. | by Roger Dawson. |
| 246 3# - VARYING FORM OF TITLE | |
| Title proper/short title | Inside secrets from a master negotiator |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 2nd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Franklin Lakes, NJ : |
| Name of publisher, distributor, etc. | Career Press, |
| Date of publication, distribution, etc. | �1999. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (319 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 |
| 505 00 - FORMATTED CONTENTS NOTE | |
| Title | Playing the Power Negotiating Game -- |
| -- | Beginning Negotiating Gambits: -- |
| -- | Ask for More Than You Expect to Get -- |
| -- | Never Say Yes to the First Offer -- |
| -- | Flinch at Proposals -- |
| -- | Avoid Confrontational Negotiation -- |
| -- | The Reluctant Seller and the Reluctant Buyer -- |
| -- | Use the Vise Technique -- |
| -- | Middle Negotiating Gambits: -- |
| -- | Handling the Person Who Has No Authority to Decide -- |
| -- | The Declining Value of Services -- |
| -- | Never Offer to Split the Difference -- |
| -- | Handling Impasses -- |
| -- | Handling Stalemates -- |
| -- | Handling Deadlocks -- |
| -- | Always Ask for a Trade-off -- |
| -- | Ending Negotiating Gambits: -- |
| -- | Good Guy/Bad Guy -- |
| -- | Nibbling -- |
| -- | How to Taper Concessions -- |
| -- | The Withdrawing an Offer Gambit -- |
| -- | Positioning for Easy Acceptance -- |
| -- | Unethical Negotiating Gambits -- |
| -- | The Decoy -- |
| -- | The Red Herring -- |
| -- | Cherry Picking -- |
| -- | The Deliberate Mistake -- |
| -- | The Default -- |
| -- | Escalation -- |
| -- | Planted Information -- |
| -- | Negotiating Principles -- |
| -- | Get the Other Side to Commit First -- |
| -- | Acting Dumb is Smart -- |
| -- | Don't Let the Other Side Write the Contract -- |
| -- | Read the Contract Every Time -- |
| -- | Funny Money -- |
| -- | People Believe What They See in Writing -- |
| -- | Concentrate on the Issues -- |
| -- | Always Congratulate the Other Side -- |
| -- | Resolving Tough Negotiating Problems -- |
| -- | The Art of Mediation -- |
| -- | The Art of Arbitration -- |
| -- | The Art of Conflict Resolution -- |
| -- | Negotiating Pressure Points -- |
| -- | Time Pressure -- |
| -- | Information Power -- |
| -- | Being Prepared to Walk Away -- |
| -- | Take It or Leave It -- |
| -- | The Fait Accompli -- |
| -- | The Hot Potato -- |
| -- | Ultimatums -- |
| -- | Negotiating With Non-Americans -- |
| -- | How Americans Negotiate. |
| 588 0# - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Print version record. |
| 520 1# - SUMMARY, ETC. | |
| Summary, etc. | "Master negotiator Roger Dawson shows you how to make the most of all of your negotiations in the second edition of Secrets of Power Negotiating." "This comprehensive text, based on Dawson's best-selling audio cassette program, shows readers how to win negotiations and leave the other person feeling like he or she has actually won a key component of negotiations." "Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognize unethical tactics, key principles to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, tips to negotiating with people from foreign lands, understanding the other party and gaining the upper hand, negotiating drives, and analyses of different negotiating styles. Book jacket."--BOOK JACKET. |
| 546 ## - LANGUAGE NOTE | |
| Language note | English. |
| 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 | 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 | Negotiating. |
| 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 | Management Styles & Communication. |
| Source of heading or term | hilcc |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Management. |
| 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. |
| Edition | 2nd ed. |
| Place, publisher, and date of publication | Franklin Lakes, NJ : Career Press, �1999 |
| International Standard Book Number | 1564143996 |
| Record control number | (DLC) 99011389 |
| -- | (OCoLC)40610030 |
| 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=25154">https://libproxy.firstcity.edu.my:8443/login?url=http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25154</a> |
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