MARC details
| 000 -LEADER |
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| fixed length control field |
02664nam a2200277 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
241214b |||||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781847941497 |
| 037 ## - SOURCE OF ACQUISITION |
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| Terms of availability |
Purchased |
| Note |
Mathrubhumi Books,Kaloor |
| 041 ## - LANGUAGE CODE |
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| Language code of text/sound track or separate title |
English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
158.5 |
| Item number |
VOS/NE |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Voss,Chris |
| 245 ## - TITLE STATEMENT |
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| Title |
NEVER SPLIT THE DIFFERENCE : Negotiating As If Your Life Depended on It |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
1 |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Place of publication, distribution, etc. |
UK |
| Name of publisher, distributor, etc. |
Penguin |
| Date of publication, distribution, etc. |
2016/01/01 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Size of unit |
274 |
| 500 ## - GENERAL NOTE |
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| General note |
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations--whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss's head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles, counterintuitive tactics and strategies, you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, this book gives you the competitive edge in any discussion. |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
The new rules : how to become the smartest person ... in any room -- Be a mirror : how to quickly establish rapport -- Don't feel their pain, label it : how to create trust with tactical empathy -- Beware "yes", master "no" : how to generate momentum and make it safe to reveal the real stakes -- Trigger the two words that immediately transform any negotiation : how to gain permission to persuade -- Bend their reality : how to shape what is fair -- Create the illusion of control : how to calibrate questions to transform conflict into collaboration -- Guarantee execution : how to spot the liars and ensure follow-through from everyone else -- Bargain hard : how to get your price -- Find the black swan : how to create breakthroughs by revealing the unknown unknowns. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Anecdotes |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Negotiation |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Employees |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Hostage negotiations |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
United States. Federal Bureau of Investigation |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Tahl Raz |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Koha item type |
Lending |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Source of classification or shelving scheme |
Dewey Decimal Classification |