| 000 -LEADER |
|---|
| fixed length control field |
01860nam a22002177a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
200121200121b ||||| |||| 00| 0 mon d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781591397991 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
1867 |
| 040 ## - CATALOGING SOURCE |
|---|
| Transcribing agency |
Шинэ Монгол Технологийн Дээд Сургууль |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
eng |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658 |
| Item number |
L-11 |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
David A. Lax |
| 245 #0 - TITLE STATEMENT |
|---|
| Title |
3D Negotiation |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
USA |
| Name of publisher, distributor, etc. |
Harvard Business Review |
| Date of publication, distribution, etc. |
2006 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
283 |
| Dimensions |
165x240 |
| 500 ## - GENERAL NOTE |
|---|
| General note |
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Title |
Part I Overview Part II Set Up the Right Negotiation Part III Design Value -Creating Deals Part IV Stress Problem -Solving Tactics Part V 3 D Strategies in Practice |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
James K. Sebenius David A. Lax |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
James K. Sebenius |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Books |
