Getting past yes : negotiating as if implementation mattered

<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:schemaLocation="http://www.loc.gov/MARC21/slim http://www.loc.gov/standards/marcxml/schema/MARC21slim.xsd">
  <record>
    <leader>00000nab a2200000 i 4500</leader>
    <controlfield tag="001">MAP20071506123</controlfield>
    <controlfield tag="003">MAP</controlfield>
    <controlfield tag="005">20080418124945.0</controlfield>
    <controlfield tag="007">hzruuu---uuuu</controlfield>
    <controlfield tag="008">041123e20041101usa||||    | |00010|eng d</controlfield>
    <datafield tag="040" ind1=" " ind2=" ">
      <subfield code="a">MAP</subfield>
      <subfield code="b">spa</subfield>
    </datafield>
    <datafield tag="084" ind1=" " ind2=" ">
      <subfield code="a">922.111</subfield>
    </datafield>
    <datafield tag="100" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080042745</subfield>
      <subfield code="a">Ertel, Danny</subfield>
    </datafield>
    <datafield tag="245" ind1="1" ind2="0">
      <subfield code="a">Getting past yes</subfield>
      <subfield code="b">: negotiating as if implementation mattered</subfield>
      <subfield code="c">Danny Ertel</subfield>
    </datafield>
    <datafield tag="520" ind1="8" ind2=" ">
      <subfield code="a">Many countless deals that were signed with optimism fall apart during implementation, despite the care and creativity with which their  terms were crafted. The crux of the problem is that the very person everyone thinks is central to the deal, the negotiator, is the one who undermines the partnership's ability to succeed. The real challenge lies not to in hammering out little victories on the way to signing on the dotted line but in designing a deal that works in practise</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080546991</subfield>
      <subfield code="a">Empresas</subfield>
    </datafield>
    <datafield tag="650" ind1="0" ind2="1">
      <subfield code="0">MAPA20080559694</subfield>
      <subfield code="a">Negociación</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080606091</subfield>
      <subfield code="a">Estrategia empresarial</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080612696</subfield>
      <subfield code="a">Técnicas de negociación</subfield>
    </datafield>
    <datafield tag="773" ind1="0" ind2=" ">
      <subfield code="w">MAP20077100345</subfield>
      <subfield code="g">November 2004 ; p. 60-68</subfield>
      <subfield code="t">Harvard business review</subfield>
      <subfield code="d">Boston</subfield>
    </datafield>
  </record>
</collection>