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:
    non sort: The
    title: five tool negotiator
    sub title: the complete guide to bargaining success
  name:
    name part: Korobkin, Russell
    role:
      role term: creator
    role:
      role term: author.
  type of resource: text
  genre: bibliography
  origin info:
    place:
      place term: nyu
    date issued: 2021
    copyright date: 2021
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: print
    extent: ix, 292 pages : illustrations ; 22 cm.
  abstract: Decoded in one volume are the five simple steps that everyone can master to succeed in negotiation. In a category saturated with breezy, self-help volumes, Russell Korobkin's long-awaited The Five Tool Negotiator stands apart as a revelatory guide for anyone eager to improve their bargaining skills. The nationally renowned author, who has spent three decades studying successful negotiations, now shares five distinct "tools" that we can all readily utilize, Bargaining Zone Analysis, Persuasion, Deal Design, Power and Fairness Norms. Drawing on his academic research, Korobkin incorporates lively anecdotes that bring to life concepts from the disparate fields of psychology, economics and game theory, along with fascinating social science experiments. These invaluable tools can be applied to everyday negotiations and transactions, from consumers hoping to obtain the best price for a used car to executives trying to close a multimillion-dollar deal. Intuitively accessible and reassuringly persuasive, this is a vital guide to mastering the critical skills of negotiation at the social, cultural and human level.
  table of contents: Tool #1 Bargaining zone analysis -- Tool #2 Persuasion -- Tool #3 Deal design -- Tool #4 Power -- Tool #5 Fairness norms -- Using the toolkit.
  note: Russell Korobkin.
  note: Includes bibliographical references and index.
  subject:
    topic: Negotiation
  subject:
    topic: Negotiation in business
  classification: BF637.N4 K675 2021
  classification: 158/.5
  identifier: 9781631490200
  identifier: 1631490206
  identifier: 9781631490217
  identifier: 2020053610
  record info:
    record content source: DLC
    record creation date: 201202
    record change date: 20210728155200.0
    record identifier: in00004417735