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003    OCoLC 
005    20230113054233.0 
006    m     o  d         
007    cr ||||||||||| 
008    180820s2015    enk    fob    001 0 eng d 
015    GBB8G1006|2bnb 
016 7  019028102|2Uk 
019    1076749091 
020    1784510513|q(Electronic book (EPUB format) 
020    9781784510527|q(e-book) 
020    1784510521 
020    178043796X 
020    9781780437965 
020    9781784510510|q(electronic book) 
035    (OCoLC)1053858415|z(OCoLC)1076749091 
037    9781784510510|bCodeMantra 
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       |dOCLCO|dYDX|dN$T|dOCLCO 
049    RIDW 
050  4 BF637.N4 
082 04 158.5|223 
090    BF637.N4 
245 00 How to master negotiation /|cCEDR contributors, Eileen 
       Carroll [and twelve others] ; specialist contributors, 
       Balint Balassa [and eight others] ; editor, Leah 
       Oppenheimer. 
264  1 London :|bBloomsbury Professional,|c2015. 
264  4 |c©2015 
300    1 online resource (256 pages) 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
347    text file|2rdaft 
500    ContentsChapter 1: Preparing To Prepare: Laying out the 
       roadmap to begin the negotiation process Chapter 2: 'I 
       Could Easily Walk Away, But What Are The Alternatives?': 
       Understanding your options in a conflict negotiation 
       through BATNAs and WATNAs Chapter 3: 'Of Course I Am A 
       Team Player ... They End Up Seeing My Way ... Eventually!'
       : How to prepare your team for a negotiation Chapter 4: 'I
       Never Let Emotions Get In My Way': Managing your emotions 
       in negotiation Chapter 5: 'I Really Want To Make An 
       Impression': Opening with maximum impact Chapter 6: 'Why 
       Should I Be Flexible When You Are So Difficult?': Moving 
       from your preferred style to an effective strategy Chapter
       7: 'But Why Would He Ever Tell Me The Truth?': The impact 
       of trust in negotiation Chapter 8: Avoiding Avoidance: How
       to negotiate when no one is willing Chapter 9: 'I Know 
       What I Want, So Why Can't You Just Give it To Me?': 
       Identifying positions and interestsChapter 10: 'But I 
       Haven't Done Maths Since School!': Negotiating by the 
       numbers Chapter 11: Whose Line Is It Anyway?: Deploying 
       creativity and improvisation in negotiation Chapter 12: 
       The Road Not Taken: Incorporating reflection, creativity 
       and imagery into your negotiation practice Chapter 13: 'We
       Are All The Same In The End Aren't We?': Managing cross-
       cultural negotiationsChapter 14: Conclusion. 
504    Includes bibliographical references and index. 
520 8  'How to Master Negotiation' provides individuals with a 
       guide of how to prepare themselves and others for a 
       variety of negotiations - ranging from instantly 
       recognisable transactions, such as deal negotiations, to 
       the more intricate organisational and interpersonal 
       negotiations that often give rise to conflict.|bHow to 
       Master Negotiation provides individuals with a guide of 
       how to prepare themselves and others for a variety of 
       negotiations; ranging from instantly recognisable 
       transactions, such as deal negotiations, to the more 
       intricate organisational and interpersonal negotiations 
       that often give rise to conflict. Over 12 chapters, How to
       Master Negotiation takes the reader through the concepts 
       and practical skills that a negotiator needs. The book is 
       highly practical with each chapter containing a relevant 
       case study and practical tips in addition to theory and 
       explanation of the concepts. 
590    eBooks on EBSCOhost|bEBSCO eBook Subscription Academic 
       Collection - North America 
650  0 Negotiation.|0https://id.loc.gov/authorities/subjects/
       sh85090650 
650  0 Negotiation in business.|0https://id.loc.gov/authorities/
       subjects/sh85090651 
650  7 Negotiation.|2fast|0https://id.worldcat.org/fast/1035551 
650  7 Negotiation in business.|2fast|0https://id.worldcat.org/
       fast/1035573 
650  7 Business strategy.|2bicssc 
650  7 Business & management.|2bicssc 
650  7 Arbitration, mediation & alternative dispute resolution.
       |2bicssc 
650  7 Business negotiation.|2bicssc 
650  7 Business & Economics|xNegotiating.|2bisacsh 
650  7 Law|xAlternative Dispute Resolution.|2bisacsh 
655  4 Electronic books. 
700 1  Carroll, Eileen,|0https://id.loc.gov/authorities/names/
       nb99105477|econtributor. 
700 1  Balassa, Balint,|0https://id.loc.gov/authorities/names/
       nb2017020484|econtributor. 
700 1  Oppenheimer, Leah,|0https://id.loc.gov/authorities/names/
       no2016045963|eeditor. 
710 2  Centre for Effective Dispute Resolution (Great Britain)
       |0https://id.loc.gov/authorities/names/nb2008024439 
830  0 Online access with DDA: Askews (Psychology) 
856 40 |uhttps://rider.idm.oclc.org/login?url=https://
       search.ebscohost.com/login.aspx?direct=true&scope=site&
       db=nlebk&AN=2987594|zOnline ebook via EBSCO. Access 
       restricted to current Rider University students, faculty, 
       and staff. 
856 42 |3Instructions for reading/downloading the EBSCO version 
       of this ebook|uhttp://guides.rider.edu/ebooks/ebsco 
901    MARCIVE 20231220 
948    |d20230203|cEBSCO|tEBSCOebooksacademic NEW 6073 Quarterly
       |lridw 
994    92|bRID