Library Catalogue
Getting more (Record no. 111812)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02627nam a2200229Ia 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20201214150615.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 181105s2010 xx 000 0 und |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780307716903 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | nls |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 158.5 DIA |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Diamond Stuart |
| 245 ## - TITLE STATEMENT | |
| Title | Getting more |
| 245 ## - TITLE STATEMENT | |
| Remainder of title | How you can negotiate to succeed in work and life |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York |
| Name of publisher, distributor, etc. | Three Rivers Press |
| Date of publication, distribution, etc. | 2010 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 402p |
| Other physical details | ix |
| Dimensions | PB |
| 500 ## - GENERAL NOTE | |
| General note | Communication - Business |
| 500 ## - GENERAL NOTE | |
| General note | Negotiation - Pschological Aspects |
| 500 ## - GENERAL NOTE | |
| General note | Success - U S A |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Description: <br/>There are 6 key tools for negotiation that are “almost invisible to everyone”: <br/>1) Be dispassionate <br/>2) Prepare <br/>3) Find the Decision Maker <br/>4) Focus on goals, not who is right. <br/>5) Make human contact <br/>6) Acknowledge the other party’s position and power, valuing them.<br/>“Emotions and perceptions are far more important than power and logic in dealing with others.<br/>“Anything you do in a negotiation should explicitly bring you closer to your goals for that particular negotiation. Otherwise, it is irrelevant or damaging to you.”<br/>“Find out what third parties they respect and who can help you.”<br/>“When people are irrational, they are emotional. When they are emotional, they can’t listen. When they can’t listen, they can’t be persuaded.”<br/>“The right answer to the statement “I hate you is “Tell me more.” You learn what they are thinking or feeling, so that you can better persuade them.<br/>“Take small steps. Lead people from the pictures in their heads to your goals.”<br/>“Find out what the other party cares about and doesn’t care about, big and small, tangible and intangible, in the deal or outside the deal, rational and emotional.<br/>“Name their bad behaviour when they are not consistent with their own policies.”<br/>“Don’t deceive people. They will find out.”<br/>“The most important asset you have in any human interaction is your credibility. If people don’t believe you, it’s hard to convince them of anything.”<br/>“Embrace differences: it leads to more ideas, more options, better negotiations, better results.<br/>“The moment you use raw power over someone, the relationship is usually over.”<br/>“Focusing on people will get you much more. Even in a transactional situation, people are 5 times as likely to help you if you treat them as individuals. The numbers are staggering: 90 percent versus about 15 percent willing to help.”<br/>“Explaining your perceptions is the last thing you should do. First, learn their perceptions.”<br/> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | BOOKs |
| Withdrawn status | Lost status | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| . | . | MPP Section | 05.11.2018 | 158.5 DIA | 35326 | 05.11.2018 | 05.11.2018 | BOOKs |