SKOLKOVO Library

SKOLKOVO School of Management

The negotiator's desk reference / (Record no. 4481)

000 -LEADER
fixed length control field 08475cam a2200385 i 4500
001 - CONTROL NUMBER
control field 19544565
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20200904102233.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 170308s2017 mnuac b 000 0 eng d
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2017936301
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780982794616 (v.1)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0982794614 (v.1)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780982794647 (v.2)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0982794649 (v.2)
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)on1019683349
040 ## - CATALOGING SOURCE
Original cataloging agency ESU
Language of cataloging eng
Transcribing agency ESU
Description conventions rda
Modifying agency ESU
-- OCLCO
-- HVL
-- OCLCF
-- WLL
-- DLC
042 ## - AUTHENTICATION CODE
Authentication code lccopycat
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number KF9084
Item number .N444 2017
245 04 - TITLE STATEMENT
Title The negotiator's desk reference /
Statement of responsibility, etc Christopher Honeyman, Andrea Kupfer Schneider, editors.
246 30 - VARYING FORM OF TITLE
Title proper/short title NDR
300 ## - PHYSICAL DESCRIPTION
Extent 2 volumes :
Other physical details illustrations, portraits ;
Dimensions 23 cm.
500 ## - GENERAL NOTE
General note "Accessible and comprehensive for practitioners, teachers, students" -- Cover.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Volume One -- Introduction / Chris Honeyman and Andrea Kupfer Schneider -- Learning how to learn to negotiate / Scott Peppet and Michael Moffitt -- Integrative and distributive bargaining / Rishi Batra -- Style and culture in negotiation / Eko Yi Liao -- Fashioning an effective negotiation style: choosing among good practices, tactics, and tricks / Hal Abramson -- Distributive negotiation techniques / Charles Craver -- The impact of the negotiator's mindset, in three dimensions / Adrian Borbely and Julien Ohana -- The protean negotiator / Peter Adler -- The social brain / Alexandra Crampton -- Social intuition / Andrea Kupfer Schneider and Noam Ebner -- Creativity and flexibility in the brain / Charlotte Jendresen -- Caring for people on the edge: emergency medicine, negotiation and the science of compassion / James O'Shea -- Internal conflict and its consequences / Morton Deutsch -- Mental health challenges at the table / Elizabeth Jeglic and Alexander Jeglic -- Trust and distrust / Roy Lewicki -- Repairing trust / Roy Lewicki -- Negotiating in a low-to-no trust environment / Moty Cristal -- Reputation in negotiation / Catherine Tinsley, Jack J. Cambria and Adrea Kupfer Schneider -- Apology in negotiation / Jennifer Gerarda Brown and Jennifer K. Robbennolt -- Forgiveness and reconciliation: processes and outcomes / Loren Toussaint and Ellen Waldman -- Building relationships as negotiation strategy / Rebecca Hollander-Blumoff -- Giving future generations a voice in the 21st century / Kimberly Wade-Benzoni -- Productive ambition / Andrea Kupfer Schneider -- Getting your way / Chris Guthrie -- The psychology of negotiation: using persuasion to negotiate more effectively / Donna Shestowsky -- Perceptions and stories / Sheila Heen and Douglas Stone -- Power at play in negotiation: moves and turns / Deborah Kolb and Jessica Porter -- Decisionmaking under uncertainty / Jeffrey Senger -- Listening to transcend competition and cooperation / Brian Pappas -- Listening with understanding in negotiation and conflict resolution / Guy Itzchakov and Avraham N. Kluger -- What negotiators can learn from modern sales theory / Ava J. Abramowitz -- Facing off across the table: negotiators' facial features affect the agreements they reach / Kathleen O'Connor and Margaret Ormiston -- Non-verbal communication in negotiation / Jeff Thompson, Noam Ebner and Jeff Giddings -- Moral character and trustworthiness in negotiations / Taya Cohen -- Negotiation ethics / Art Hinshaw -- The ethical bedrock under the negotiation landscape / Kevin Gibson -- Drawing on psychology to negotiate ethically / Jennifer Robbennolt and Jean Sternlight -- Perceptions of fairness in negotiation / Nancy Welsh -- Achieving process and outcome justice in negotiation / Lynn Wagner and Daniel Druckman -- Ethical dilemmas in technology-based negotiation / Colin Rule -- Negotiating while black / Michael Z. Green -- Typical errors in Chinese-western negotiation / Bee Chen Goh -- Gender differences in negotiation / Julia Bear and Linda Babcock -- Codes of culture in negotiation / Gale Miller -- Theory meets reality: negotiation and mediation in Mali / Sanda Kaufman and Eric Blanchot -- Process and stages / I. William Zartman -- Timing and ripeness / I. William Zartman -- Dispute domains: negotiation in its social context / Gale Miller and Robert Dingwall -- Plea bargaining: an example of negotiating with constraints / Cynthia Alkon -- Negotiating in the shadow of adhesive arbitration / Jill Gross -- Scripts: what to do when big bad companies won't negotiate / Carrie Menkel-Meadow and Robert Dingwall.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Volume Two -- The road to hell is paved with metaphors / Howard Gadlin, Andrea Kupfer Schneider and Chris Honeyman -- The morality of compromise / Carrie Menkel-Meadow -- Literature and the teaching of negotiation / David Matz -- Aesthetics in negotiation: part one, four elements / Nadja Alexander and Michelle LeBaron -- Aesthetics in negotiation: Part two, the uses of alchemy / Michelle LeBaron and Nadja Alexander -- Negotiation as law's shadow: on the jurisprudence of Roger Fisher / Amy J. Cohen -- Taming the jungle of negotiation theories / John Lande -- Choosing among modes of communication / Andrea Kupfer Schneider and Sean McCarthy -- Negotiation via email / Noam Ebner -- Negotiation via text messaging / Noam Ebner -- Negotiation via videoconferencing / Noam Ebner -- The technology of negotiation / Noam Ebner -- Lawyers and online negotiation / Orna Rabinovich-Einy and Ethan Katsh -- Reclaiming attention in the digital generation negotiator / Lauren A. Newell -- Two heads are better than one: team negotiations in research and in professional soccer / David F. Sally, Kathleen O'Connor and Ian Lynam -- The organization as negotiator / Adrean Borbely and Andrea Caputo -- Productive disagreement / Howard Gadlin -- The negotiator's role within a dispute system design: justice and accountability / Lisa Blomgren Amsler -- Thinking Ahead / James Groton, Chris Honeyman and Andrea Kupfer Schneider -- Negotiation and professional boxing: the ringside physician / Habib Chamoun-Nicolas, Randy D. Hazlett, Joe Estwanik, Russell Mora and Gilberto Mendoze -- Negotiating with the unknown / Maria Volpe, Jack J. Cambria, Hugh McGowan and Chris Honeyman -- Lessons from the extreme: what business negotiators can learn from hostage negotiations / Paul Taylor and William Donahue -- Negotiation in the military / Leonard L. Lira -- Martial arts and conflict resolution / Joel Lee and James T. Shanahan -- "Non-events" and avoiding reality / Susan Morash -- Peer mediation / John and Christel McDonald -- Shadow of the tribe / John Wade -- Multiparty negotiations in the public sphere / Sanda Kaufman, Connie Ozawa and Deborah Shmueli -- Agents and informed consent: after the 2008 financial crisis / Jacqueline Nolan-Haley -- Dueling experts / John Wade -- Negotiating the facts / Peter Adler -- Getting in sync: what to do when problem-solving fails to fix the problem / Peter Coleman and Rob Ricigliano -- Understanding intractable conflicts / Peter Coleman, Nicholas Redding and Joshua Fisher -- Influencing intractable conflicts / Peter Coleman, Nicholas Redding and Joshua Fisher -- Training a captive audience / Stuart Kirschner and Jack J. Cambria -- Religion in cooperation and conflict / Jeffrey R. Seul -- Religious prosociality for conflict transformation / Jeffrey R. Seul -- A new future for Kashmir? / John and Christel McDonald -- Making deals about power sharing / John Wade -- The uses of ambiguity / Chris Honeyman -- Contingent agreements / Michael Moffitt -- Crossing the final gap / John Wade -- Dobermans and diplomats: re-opening deadlocked negotiations / John Wade -- An agreement that lasts / John Wade and Chris Honeyman -- The uses of mediation / Lela Love and Joseph Stulberg -- Working with mediators / Chris Honeyman -- The mediator as medium: reflections on boxes, black, translucent, refractive, and gray / Wayne Brazil -- Allies in negotiation / Bernard Mayer -- The interpreter as intervener / Sanda Kaufman -- The a is for activism / Jennifer Reynolds.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Dispute resolution (Law)
Geographic subdivision United States.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Negotiation
Geographic subdivision United States.
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Dispute resolution (Law)
Source of heading or term fast
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Negotiation.
Source of heading or term fast
9 (RLIN) 87
651 #7 - SUBJECT ADDED ENTRY--GEOGRAPHIC NAME
Geographic name United States.
Source of heading or term fast
9 (RLIN) 1072
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Honeyman, Christopher,
Relator term editor.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Schneider, Andrea Kupfer,
Relator term editor.
906 ## - LOCAL DATA ELEMENT F, LDF (RLIN)
a 7
b cbc
c copycat
d 2
e ncip
f 20
g y-gencatlg
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme
Koha item type Book
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Permanent Location Current Location Shelving location Date acquired Full call number Barcode Date last seen Price effective from Koha item type
          SKOLKOVO Library SKOLKOVO Library Shelves 2020-09-04 KF9084 .N444 2017 2000007505 2020-09-04 2020-09-04 Book