Art of bargaining (Record no. 64852)

MARC details
000 -LEADER
fixed length control field 02453nam a2200193Ia 4500
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20220812123034.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
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020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780801851988
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 341.522 LEB
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name "Lebow, Richard Ned"
245 #0 - TITLE STATEMENT
Title Art of bargaining
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. London
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Name of publisher, distributor, etc. Johns Hopkins
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Date of publication, distribution, etc. 1986
300 ## - PHYSICAL DESCRIPTION
Extent 193p.
520 ## - SUMMARY, ETC.
Summary, etc. Bargaining for what we want or need is a part of our everyday lives. But how often do we stop to consider all the factors that go into the bargaining process? How often do we look at the strategies and tactics available to us? And how often do we hurt our own position by failing to do so?<br/><br/>In The Art of Bargaining, Richard Ned Lebow draws on his years of experience with the United States government, NATO, and numerous European and American businesses to explain the principles of negotiation―from buying a car to planning business mergers to signing an international treaty. Unlike studies that examine only what is said and done at the negotiation table, The Art of Bargaining looks at the context in which negotiation takes place―and shows why some of the most critical decisions about bargaining are made even before the parties sit down to talk.<br/><br/>Lebow begins with a discussion of the nature of bargaining and why people choose to bargain. Because bargaining is a strategy, it is imperative to consider the end goal before deciding on the means for achieving it. Lebow explores the relationship between bargaining and its goals and compares the bargaining process with some other strategies―such as coercion or threats―that can achieve similar goals.<br/><br/>An in-depth study of the decision to negotiate reveals that there are three distinct approaches to the process: coordination (mutual accommodation of both parties' interests); punishment (the use of threats to influence agreement); and reward (making agreements seem more attractive through incentives). Lebow explains how all three approaches can be used effectively once the context of the negotiation has been properly analyzed.<br/><br/>Using concrete examples of negotiation from everyday life as well as world politics, The Art of Bargaining provides the reader with ways to increase bargaining leverage, analyze the strategies and goals of bargaining opponents, and overcome the obstacles that present themselves at the negotiation table.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Collective bargaining
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 Price effective from Koha item type
  Not Missing Not Damaged   Gandhi Smriti Library Gandhi Smriti Library   2020-02-04   341.522 LEB 80727 2020-02-04 2020-02-04 Books

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