MARC Record

001 15929322
005 20100621084827.0
008 091001s2010    cauab    001 0 eng  
010   $a  2009038854
015   $2bnb$aGBA9A6073
016 7 $2Uk$a015408518
020   $a9780470471906$c$109.00
020   $a0-470-47190-5
035   $a(OCoLC)ocn426813825
037   $bMIS$bJossey-Bass
040   $aDLC$cDLC$dYDX$dBTCTA$dUKM$dYDXCP$dCDX$dBWX$dTOH$dDLC
050 00$aHD58.6$b.B53 2010
082 00$222$a658.4/052
100 1 $aBillings-Yun, Melanie
245 10$aBeyond dealmaking$bfive steps to negotiating profitable relationships$cMelanie Billings-Yun.$hPaperback{PBK}
250   $a1st ed.
260   $aSan Francisco$bJossey-Bass$cc2010
300   $axix, 279 p.$bill. ;$c24 cm.
500   $aMelanie Billings-Yun.
ill. ;
279p., 24 cm.
Includes
      bibliographical references and index.
Why relationships
      matter -- Goal is not a good deal, but a good outcome --
      Even monkeys demand fairness -- Power of us -- Mind of
      the negotiator -- Four pillars of relationship
      negotiation -- Dont feed the bears -- Be pepared -- Five steps
      to success -- Goals--What you really want --
      Routes--How to get there -- Arguments--makng your case --
      Substitutes--backup plan -- Persuasion--Winning them over
      -- You can negotiate.

504   $aIncludes bibliographical references and index.
505 0 $aWhy relationships matter -- Goal is not a good deal, but a
      good outcome -- Even monkeys demand fairness -- Power
      of us -- Mind of the negotiator -- Four pillars of
      relationship negotiation -- Dont feed the bears -- Be
      pepared -- Five steps to success -- Goals--What you
      really want -- Routes--How to get there -- Arguments--makng
      your case -- Substitutes--backup plan --
      Persuasion--Winning them over -- You can negotiate.
521   $aUniversitar
541   $d07/29/2010$eNIR 2807
650  0$aNegotiation in business.
650  0$aDeals.
650  0$aSuccess in business.
852   $90$bSala de lectura 1{Saladele}$cStudent{S}$kRegular{REG}$t1$zArrived$p033932$iBIL$h7098$qExc
906   $a7$bcbc$corignew$d1$eecip$f20$gy-gencatlg
925 0 $aacquire$b2 shelf copies$eclaim1  2010-05-14$xpolicy default
955   $axe10 2010-06-08 1 copy rec'd., to CIP ver.$bxj07 2009-10-01$exj05 2010-06-21 (telework) to BCCD$fxj05 2010-06-21 Z-CipVer$ixj07 2009-10-01 (telework) to Dewey$wrd05 2009-10-01