MARC details
| 000 -CABECERA |
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| campo de control de longitud fija |
03150nam a2200277Ia 4500 |
| 001 - NÚMERO DE CONTROL |
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| campo de control |
1462 |
| 008 - DATOS DE LONGITUD FIJA--INFORMACIÓN GENERAL |
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| campo de control de longitud fija |
230305s2003 xx 000 0 und d |
| 020 ## - NÚMERO INTERNACIONAL ESTÁNDAR DEL LIBRO |
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| Número Internacional Estándar del Libro |
9781591391111 |
| 041 ## - CÓDIGO DE LENGUA |
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| Código de lengua del texto/banda sonora o título independiente |
eng |
| 245 #0 - MENCIÓN DE TÍTULO |
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| Título |
Negotiation |
| 260 ## - PUBLICACIÓN, DISTRIBUCIÓN, ETC. |
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| Lugar de publicación, distribución, etc. |
|
| Nombre del editor, distribuidor, etc. |
Harvard Business School Press, |
| Fecha de publicación, distribución, etc. |
2003 |
| 300 ## - DESCRIPCIÓN FÍSICA |
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| Extensión |
xiv, 170 p. : ill. ; 24 cm. |
| 490 ## - MENCIÓN DE SERIE |
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| Mención de serie |
Essentials |
| 505 ## - NOTA DE CONTENIDO CON FORMATO |
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| Nota de contenido con formato |
1 Types of Negotiation: Many Paths to a Deal |
| Mención de responsabilidad |
Distributive Negotiation-- |
| -- |
Integrative Negotiation-- |
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Multiple Phases and Multiple Parties-- |
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Summing Up-- |
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-- |
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2 Four Key Concepts: Your Starting Points-- |
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Know Your BATNA-- |
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Reservation Price-- |
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ZOPA-- |
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Value Creation Through Trades-- |
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Summing Up-- |
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-- |
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3 Preparation: Nine Steps to a Deal-- |
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Step 1: Consider What a Good Outcome Would Be for You and the Other Side-- |
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Step 2: Identify Potential Value Creation Opportunities-- |
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Step 3: Identify Your BATNA and Reservation Price, and Do the Same for the Other Side-- |
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Step 4: Shore Up Your BATNA-- |
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Step 5: Anticipate the Authority Issue-- |
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Step 6: Learn All You Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue-- |
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Step 7: Prepare for Flexibility in the Process--Don't Lock Yourself into a Rigid Sequence-- |
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Step 8: Gather External Standards and Criteria Relevant to Fairness-- |
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Step 9: Alter the Process in Your Favor-- |
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Summing Up-- |
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-- |
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4 Table Tactics: How to Play the Game Well-- |
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Getting the Other Side to the Table-- |
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Making a Good Start-- |
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Tactics for Win-Lose Negotiations-- |
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Tactics for Integrative Negotiations-- |
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General Tactics: Framing and Continual Evaluation-- |
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Summing Up-- |
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-- |
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5 Frequently Asked Tactical Questions: Answers You Need-- |
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FAQs About Price-- |
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FAQs About Process-- |
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FAQs About People Problems-- |
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-- |
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6 Barriers to Agreement: How to Recognize and Overcome Them-- |
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Die-Hard Bargainers-- |
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Lack of Trust-- |
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Informational Vacuums and the Negotiator's Dilemma-- |
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Structural Impediments-- |
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Spoilers-- |
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Differences in Gender and Culture-- |
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Difficulties in Communication-- |
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The Power of Dialogue-- |
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Summing Up-- |
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-- |
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7 Mental Errors: How to Recognize and Avoid Them-- |
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Escalation-- |
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Partisan Perceptions-- |
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Irrational Expectations-- |
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Overconfidence-- |
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Unchecked Emotions-- |
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Summing Up-- |
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-- |
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8 When Relationships Matter: A Different Notion of Winning-- |
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Why Relationships Matter-- |
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How Perceptions of Relationship Value Affect Negotiations-- |
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Doing It Right-- |
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Summing Up-- |
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-- |
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9 Negotiating for Others: Whose Interests Come First?-- |
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Independent Agents-- |
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Non-Independent Agents-- |
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Agency Issues-- |
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Summing Up-- |
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-- |
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10 Negotiation Skills: Building Organizational Competence-- |
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Continuous Improvement-- |
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Negotiating as an Organizational Capability-- |
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What Makes an Effective Negotiator?-- |
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Summing Up-- |
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-- |
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-- |
| 630 ## - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÍTULO UNIFORME |
|---|
| Título uniforme |
HD INDUSTRIES. LAND USE. LABOR |
| 9 (RLIN) |
37 |
| 650 #0 - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÉRMINO DE MATERIA |
|---|
| Término de materia o nombre geográfico como elemento de entrada |
Negotiation |
| 9 (RLIN) |
63 |
| 650 #0 - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÉRMINO DE MATERIA |
|---|
| Término de materia o nombre geográfico como elemento de entrada |
Negotiation in business |
| 9 (RLIN) |
27 |
| 650 ## - PUNTO DE ACCESO ADICIONAL DE MATERIA--TÉRMINO DE MATERIA |
|---|
| Término de materia o nombre geográfico como elemento de entrada |
|
| 9 (RLIN) |
12 |
| 856 ## - LOCALIZACIÓN Y ACCESO ELECTRÓNICOS |
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| Identificador Uniforme del Recurso |
<a href="https://books.google.es/books?id=iNmXhmIHZHAC&pg=PA136&dq=9781591391111&hl=ca&sa=X&redir_esc=y#v=onepage&q=9781591391111&f=false">https://books.google.es/books?id=iNmXhmIHZHAC&pg=PA136&dq=9781591391111&hl=ca&sa=X&redir_esc=y#v=onepage&q=9781591391111&f=false</a> |
| 902 ## - ELEMENTOS DE DATOS B LOCAL, LDB (RLIN) |
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| a |
369 |
| 905 ## - ELEMENTOS DE DATOS E LOCAL, LDE (RLIN) |
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| a |
m |
| 912 ## - |
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2003-01-01 |
| 942 ## - ELEMENTOS DE ENTRADA AGREGADA (KOHA) |
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| Código de la institución [OBSOLETO] |
1 |
| 953 ## - |
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| -- |
2016-02-03 16:24:30 |
