rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Effective negotiation
    sub title: from research to results
  name:
    name part: Fells, R. E. (Ray E.)
    role:
      role term: creator
    role:
      role term: author.
  name:
    name part: Sheer, Noa
    role:
      role term: author.
  type of resource: text
  genre: bibliography
  origin info:
    place:
      place term: enk
    date issued: 2020
    copyright date: 2020
    edition: Fourth edition.
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: print
    extent: xi, 420 pages : illustrations ; 25 cm
  table of contents: 1. Why isn't negotiation straightforward? -- 2. Negotiators are people, not robots -- 3. Establishing what can be achieved by negotiating -- 4. Strategically managing the negotiation process -- 5. Differentiation : managing the exchange of information -- 6. Exploration : finding a better outcome -- 7. Exchange : getting the other party to agree -- 8. Strategically managing deadlocks -- 9. Overcoming deadlocks through mediation -- 10. Negotiation in practice : negotiators building bridges on behalf of others -- 11. Negotiation in practice : managing negotiating in the workplace -- 12. Negotiation in practice : managing business negotiations -- 13. Cross-cultural negotiations : much the same but different -- 14. Conclusion : becoming an effective negotiator.
  note: Ray Fells and Noa Sheer.
  note: Includes bibliographical references and index.
  subject:
    topic: Negotiation in business
  subject:
    topic: Management & management techniques
  subject:
    topic: Negotiation in business
  classification: HD58.6 .F45 2020
  classification: 658.4/052
  identifier: 9781108701297
  identifier: 1108701299
  location:
    physical location: pda,print
  record info:
    record content source: YDX
    record creation date: 190827
    record change date: 20250318220613.2
    record identifier: in00004155267
    language of cataloging:
      language term: eng