3-D Negotiation : playing the whole game
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| Tag | 1 | 2 | Value |
|---|---|---|---|
| LDR | 00000nab a2200000 i 4500 | ||
| 001 | MAP20071504539 | ||
| 003 | MAP | ||
| 005 | 20080418124301.0 | ||
| 007 | hzruuu---uuuu | ||
| 008 | 031121e20031101usa|||| | |00010|eng d | ||
| 040 | $aMAP$bspa | ||
| 084 | $a922.12 | ||
| 100 | 1 | $0MAPA20080075361$aLax, David A. | |
| 245 | 1 | 0 | $a3-D Negotiation$b: playing the whole game$cby David A. Lax and James K. Sebenius |
| 520 | 8 | $aWhat stands between you and the yes you want? In our analysis of hundreds of negotiations, we've uncovered barriers in three complementary dimensions: the first is tactics; the second is deal design; and the third is setup. Each dimensions is crucial, but many negotiators and much of the negotiation literature fixate on only the first two | |
| 650 | 1 | 1 | $0MAPA20080555061$aManagement |
| 650 | 1 | $0MAPA20080605742$aDirectivos de empresas | |
| 650 | 1 | 1 | $0MAPA20080606404$aHabilidades directivas |
| 650 | 1 | 1 | $0MAPA20080600938$aDirección de empresas |
| 650 | 1 | 1 | $0MAPA20080606091$aEstrategia empresarial |
| 650 | 0 | 1 | $0MAPA20080559694$aNegociación |
| 700 | 1 | $0MAPA20080232672$aSebenius, James K. | |
| 740 | 0 | $aHarvard business review | |
| 773 | 0 | $wMAP20077100345$tHarvard business review$dBoston$gNovember 2003 ; p. 64-74 |