MARC record from Internet Archive

LEADER: 03310cam 22005294a 4500
001 ocm63125604
003 OCoLC
005 20201111030429.0
008 060120s2006 tnua b 000 0 eng
010 $a 2005036825
040 $aDLC$beng$cDLC$dYDX$dBAKER$dBTCTA$dYDXCP$dIG#$dOCLCG$dOCLCQ$dBDX$dOCLCF$dOCLCO$dOCLCQ
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020 $a0785218777$q(hardcover)
020 $a9780785218777$q(hardcover)
035 $a(OCoLC)63125604$z(OCoLC)966544085$z(OCoLC)967843670$z(OCoLC)973979245$z(OCoLC)980522627$z(OCoLC)985304850$z(OCoLC)988965296$z(OCoLC)993350641$z(OCoLC)995549838$z(OCoLC)1002655890$z(OCoLC)1017980480$z(OCoLC)1080798065$z(OCoLC)1083405762
042 $apcc
050 00 $aHF5438.25$b.L353 2006
082 00 $a658.85$222
100 1 $aLambert, Ron,$d1946-
245 10 $aIs that your hand in my pocket? :$bthe sales professional's guide to negotiating /$cRon Lambert & Tom Parker.
260 $aNashville :$bNelson Business,$c©2006.
300 $axi, 239 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
504 $aIncludes bibliographical references (page 235).
505 0 $aWhy buyers don't want you to read this book -- Does your negotiating style really matter? -- Dealing with tough negotiators -- Setting the tone -- Overcoming the bad things buyers learn in "school" -- What buyers are saying when they aren't speaking -- The gender difference : is it real? -- The lost art of saving face -- Planning : the key to power -- Negotiation strategy -- Power : how to get it and how to hang onto it when the action gets heavy -- Why won't we ask why? -- Your negotiating team : godsend or disaster? It's up to you -- Creativity : the best negotiator's secret of success -- Concluding the deal-- finally -- What do you mean I'm in a reverse auction? -- Tying it all together -- Testing your knowledge (Are you really ready to face those buyers?) -- Car buying : finally you get to be the customer! -- Appendix I : negotiation planning work sheet -- Appendix II : answer key -- Appendix III : sample car buying spreadsheet.
650 0 $aSelling.
650 0 $aNegotiation in business.
650 7 $aNegotiation in business.$2fast$0(OCoLC)fst01035573
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
700 1 $aParker, Tom,$d1950 June 25-
856 41 $3Sample text$uhttp://catdir.loc.gov/catdir/enhancements/fy0710/2005036825-s.html
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/ecip066/2005036825.html
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/enhancements/fy0623/2005036825-d.html
938 $aBaker & Taylor$bBKTY$c22.99$d17.24$i0785218777$n0006686973$sactive
938 $aBrodart$bBROD$n05177014$c$22.99
938 $aBaker and Taylor$bBTCP$n2005036825
938 $aIngram$bINGR$n9780785218777
938 $aYBP Library Services$bYANK$n2397287
029 1 $aAU@$b000040065841
029 1 $aIG#$b0785218777
029 1 $aIG#$b9780785218777
029 1 $aNZ1$b10653332
029 1 $aYDXCP$b2397287
994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 52 OTHER HOLDINGS