Art and science of negotiation (Record no. 176825)

MARC details
000 -LEADER
fixed length control field 01673nam a2200193Ia 4500
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20220106204800.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 200208s9999 xx 000 0 und d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780674048133
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 302.3 RAI
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Raiffa, Howard
245 #0 - TITLE STATEMENT
Title Art and science of negotiation
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. London
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Name of publisher, distributor, etc. Harvard university press
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Date of publication, distribution, etc. 2003
300 ## - PHYSICAL DESCRIPTION
Extent 373p.
520 ## - SUMMARY, ETC.
Summary, etc. Although it is a sophisticated self-help book―directed to the lawyer, labor arbitrator, business executive, college dean, diplomat―it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular “zero-sum” way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains.<br/><br/>Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and “intervenors.” He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Negotiation
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Books
Source of classification or shelving scheme Dewey Decimal Classification
Holdings
Withdrawn status Lost status Damaged status Not for loan Home library Current library Shelving location Date acquired Total checkouts Full call number Barcode Date last seen Date last checked out Price effective from Koha item type
  Not Missing Not Damaged   Gandhi Smriti Library Gandhi Smriti Library   2020-02-08 1 302.3 Rai 158112 2024-06-08 2024-01-04 2020-02-08 Books

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