| Record ID | marc_loc_2016/BooksAll.2016.part42.utf8:106503912:3137 |
| Source | Library of Congress |
| Download Link | /show-records/marc_loc_2016/BooksAll.2016.part42.utf8:106503912:3137?format=raw |
LEADER: 03137cam a2200421 i 4500
001 2015297171
003 DLC
005 20151210084933.0
008 150811s2015 nyua e b 001 0 eng d
010 $a 2015297171
020 $a9780465050727 (hardcover)
020 $a0465050727 (hardcover)
020 $z9780465040636 (eBook)
020 $z0465040632 (eBook)
020 $z1781253455 (Paper)
020 $z9781781253458 (Paper)
035 $a(OCoLC)ocn897345669
040 $aYDXCP$beng$cYDXCP$erda$dBTCTA$dBDX$dTOH$dTNH$dGK8$dOCLCO$dPX0$dCLE$dON8$dFM0$dUOK$dBUR$dCDX$dDLC
042 $alccopycat
050 00 $aHD58.6$b.N325 2015
082 04 $a658.4/052$223
100 1 $aNeale, Margaret Ann,$eauthor.
245 10 $aGetting (more of) what you want :$bhow the secrets of economics and psychology can help you negotiate anything, in business and in life /$cMargaret A. Neale and Thomas Z. Lys.
246 30 $aGetting what you want
264 1 $aNew York :$bBasic Books, a member of the Perseus Books Group,$c[2015]
264 4 $c©2015.
300 $axxi, 258 pages :$billustrations ;$c25 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
504 $aIncludes bibliographical references (pages 223-247) and index.
505 0 $aPart One: The basics. Why aren't you negotiating? : the choice to negotiate ; Creating common ground : the infrastructure of negotiation ; Creating and claiming value : the value of the exchange ; Value creating : the integrative potential in negotiations ; Mapping out the negotiation : what you don't know can really hurt you ; It takes at least two to tango : thinking strategically in negotiation -- Part Two: The negotiation. Who should make the first offer? : is s(he) who speaks first truly lost? ; Managing the negotiation : supplementing and verifying what you (think you) know ; Concede or else! : the influence of promises and threats ; Should you let them see you sweat (or cry)? : emotions in negotiation ; Power : having it---or not--and getting more ; Multiparty negotiations : the more the merrier? ; Auctions : lots more than two ; Bringing it home : making the deal real.
520 $a"Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table--and reveals how you can claim it."--provided from Amazon.com.
650 0 $aNegotiation in business.
650 0 $aNegotiation in business$xPsychological aspects.
700 1 $aLys, Thomas,$d1950-$eauthor.
856 42 $3Contributor biographical information$uhttp://www.loc.gov/catdir/enhancements/fy1511/2015297171-b.html
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy1511/2015297171-d.html