Negotiate without fear: strategies and tools to maximize your outcomes (Record no. 2740)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02525nam a22001937a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20220706154152.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 220706b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781119719090 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 158.5 |
| Item number | MED |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Medvec, Victoria H. |
| 245 ## - TITLE STATEMENT | |
| Title | Negotiate without fear: strategies and tools to maximize your outcomes |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | John Wiley & Sons, Inc. |
| Place of publication, distribution, etc. | New Jersey |
| Date of publication, distribution, etc. | 2021 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 244 p. |
| 365 ## - TRADE PRICE | |
| Price type code | USD |
| Price amount | 26.95 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | TABLE OF CONTENTS<br/>Chapter 1: Take the Fear Out of Negotiation<br/><br/>Chapter 2: Put the Right Issues on the Table<br/><br/>Chapter 3: Build Your BATNA<br/><br/>Chapter 4: Define Your Reservation Point<br/><br/>Chapter 5: Establish an Ambitious Goal<br/><br/>Chapter 6: Make the First Offer, and Craft a Compelling Message<br/><br/>Chapter 7: Reinforce Your Message with a Multiple Offer<br/><br/>Chapter 8: Say It, Don’t Send It<br/><br/>Chapter 9: Leave Yourself Room to Concede to Close the Deal<br/><br/>Chapter 10: The Five F’s to Ensure You Are a Fearless Negotiator<br/><br/>Acknowledgments<br/><br/>About the Author<br/><br/>Index |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations.<br/><br/>Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to:<br/><br/>Put the right issues on the table by defining your objectives for the negotiation<br/>Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want<br/>Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA)<br/>Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs)<br/>Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Negotiation |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Date checked out | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Human Resource and Organization Behvaiour | TB675 | 10-06-2022 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 07/06/2022 | Technical Bureau India Pvt. Ltd. | 1417.57 | 2 | 158.5 MED | 002667 | 02/23/2024 | 12/23/2023 | 1 | 2156.00 | 07/06/2022 | Book |