000			02009cam a2200313 a 4500
003			OCoLC
005			20251028092035.0
008			040211s2002 nyu 001 0 eng
001			ocm48033074
010			_a 2001047742
020			_a0609608002
035			_a(Sirsi) i9780609608005
035			_a(Sirsi) i9780609608005
035			_a(Sirsi) i9780609608005
035			_z(Sirsi) 129117
040			_aDLC _cDLC _dVOC
042			_apcc
050	0	0	_aHD 58.6 _b.C36 2002
100	1		_aCamp, Jim.
245	1	0	_aStart with no : _bthe negotiating tools that the pros don't want you to know / _cJim Camp.
250			_a1st ed.
260			_aNew York : _bCrown Business, _cc2002.
300			_aix, 271 p. ; _c22 cm.
500			_aIncludes index.
505	0		_aIntroduction : Win-win will kill your deal -- Your greatest weakness in negotiation : the dangers of neediness -- Columbo effect : the secret of being not okay -- Start with no : how decisions move negotiations forward -- Success comes from this foundation : develop your mission and purpose -- Stop trying to control the outcome : focus on your behavior and actions instead -- What do you say? : fuels of the camp system : questions -- How do you say it? : more fuels of the camp system -- Quiet your mind, create a blank slate : no expectations, no assumptions, no talking -- Know their pain, paint their pain : work with your adversary's real problem -- Real budget and how to build it : the importance of time, energy, money, and emotion -- Shell game : be sure you know the real decision makers -- Have an agenda and work it : ride the chaos inherent in negotiation -- Present your case--if you insist : beware the seductions of powerpoint -- Life's greatest lesson : the only assurance of long-term success -- Conclusion : dance with the tiger! : thirty-three rules to remember.
650		0	_aNegotiation in business.
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/description/random048/ 2001047742.html
999			_c91863 _d91863