Practical negotiation handbook: (Record no. 4034)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02587nam a22002057a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20221123151519.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 221123b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781398601802 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 158.5 |
| Item number | DAV |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Davies, Melissa |
| 245 ## - TITLE STATEMENT | |
| Title | Practical negotiation handbook: |
| Remainder of title | a five-step approach to lasting partnerships |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Kogan Page Ltd. |
| Place of publication, distribution, etc. | London |
| Date of publication, distribution, etc. | 2021 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xii, 234 p. |
| 365 ## - TRADE PRICE | |
| Price type code | GBP |
| Price amount | 24.99 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Table of contents<br/>Chapter - 00: Preface - Why this book fills a market need;Chapter - 01: Introduction and mind-set;Chapter - 02: The five-step negotiation process;Chapter - 03: Prerequisites and positioning your goal;Chapter - 04: Step 1 - Contextual analysis;Chapter - 05: Step 2 - Preparing your goal and your roadmap;Chapter - 06: Step 3 - The encounter(s);Chapter - 07: Step 4 - The offer;Chapter - 08: Step 5 - The implementation;Chapter - 09: A few words on gender and negotiation;Chapter - 10: Stand out as an excellent negotiator |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small.<br/><br/>Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.<br/><br/>About the authors<br/>Melissa Davies is a negotiation expert, professional trainer and coach based in Geneva, Switzerland. She is the founder of negoservices Sàrl and has over 25 years' experience in negotiating agreements and building lasting partnerships around the world. She leads workshops in negotiation skills and conflict management for businesses, universities, research institutes and not-for-profit organizations, and is a visiting lecturer at Geneva School of Business Administration, University of Applied Sciences Western Switzerland.<br/> |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Negotiation |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Partnership |
| 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 | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Human Resource and Organization Behvaiour | TB1974 | 28-10-2022 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 11/23/2022 | Technical Bureau India Pvt. Ltd. | 1610.23 | 158.5 DAV | 003779 | 11/23/2022 | 1 | 2449.02 | 11/23/2022 | Book |