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01788cam a22003014a 4500 |
| 008 |
070619s2008 nju b 000 0 eng |
| 010 |
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|a 2007025667
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| 020 |
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|a 0136007368 (pbk. : alk. paper)
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| 020 |
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|a 9788131718544
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| 035 |
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|a (OCoLC)ocn145431764
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|a (OCoLC)145431764
|z (OCoLC)154701575
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| 082 |
0 |
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|a 302.3
|2 22
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| 100 |
1 |
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|a Thompson, Leigh.
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| 245 |
1 |
4 |
|a The truth about negotiations /
|c Leigh Thompson.
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| 260 |
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|a Upper Saddle River, N.J. :
|b Pearson Education/FT Press,
|c c2008.
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| 300 |
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|a viii, 212 p. ;
|c 22 cm.
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| 504 |
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|a Includes bibliographical references (p. 205-210).
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| 505 |
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|a If you have only one hour to prepare--Negotiations--Rehearsal might get you to carmegie, but it won't help you to negotiate--Power of making the first offer--What if you don't make the first offer--Don't be a tough or a nice negotiater--Four sand traps in the golf game of negotiation--Batna--Beware of ZOPA myopia--Plan your concessions--Pregame--game--postgame--Reveal your interests--Negotiate issues simultaneously--Reinforcement principle--Similarity principle--Using power responsibly--Know why the fish swim--Negotiating on the phone--Your reputation--Building trust--Repairing broken trust.
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| 650 |
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|a Negotiation.
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| 650 |
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|a Interpersonal communication.
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| 856 |
4 |
1 |
|u http://www.loc.gov/catdir/toc/ecip0721/2007025667.html
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|c BK
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| 246 |
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|a Negotiations
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| 830 |
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|a Prentice Hall truth about series.
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| 906 |
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|c orignew
|d 1
|e ecip
|f 20
|g y-gencatlg
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| 955 |
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|a se40 2007-06-19
|i se40 2007-06-19
|a aa28 2007-06-22
|a ps10 2007-11-06 1 copy rec'd., to CIP ver.
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|s 2013-07-11
|v 250.00
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