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Is that your hand in my pocket? : (Record no. 3116)

MARC details
000 -LEADER
fixed length control field	01852nam a2200241 a 4500
005 - DATE AND TIME OF LATEST TRANSACTION
control field	20260112063300.0
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	0785218777 (hardcover)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	9780785218777 (hardcover)
039 ## - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE]
Level of rules in bibliographic description	202110071529
Level of effort used to assign nonsubject heading access points	staff
Level of effort used to assign subject headings	201301180528
Level of effort used to assign classification	staff
Level of effort used to assign subject headings	201008230304
Level of effort used to assign classification	staff
--	201008230303
--	staff
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number	658.85
Item number	LAM [ Shelf 70 ]
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name	Lambert, Ron,
Dates associated with a name	1946-
245 ## - TITLE STATEMENT
Title	Is that your hand in my pocket? :
Remainder of title	the sales professional's guide to negotiating /
Statement of responsibility, etc.	Ron Lambert & Tom Parker.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc.	Nashville :
Name of publisher, distributor, etc.	Nelson Business,
Date of publication, distribution, etc.	c2006.
300 ## - PHYSICAL DESCRIPTION
Extent	xi, 239 p. :
Other physical details	ill. ;
Dimensions	24 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note	Includes bibliographical references (p. 235).
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note	Why buyers don't want you to read this book -- Does your negotiating style really matter? -- Dealing with tough negotiators -- Setting the tone -- Overcoming the bad things buyers learn in "school" -- What buyers are saying when they aren't speaking -- The gender difference : is it real? -- The lost art of saving face -- Planning : the key to power -- Negotiation strategy -- Power : how to get it and how to hang onto it when the action gets heavy -- Why won't we ask why? -- Your negotiating team : godsend or disaster? It's up to you -- Creativity : the best negotiator's secret of success -- Concluding the deal-- finally -- What do you mean I'm in a reverse auction? -- Tying it all together -- Testing your knowledge (Are you really ready to face those buyers?) -- Car buying : finally you get to be the customer! -- Appendix I : negotiation planning work sheet -- Appendix II : answer key -- Appendix III : sample car buying spreadsheet.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Selling.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Negotiation in business.
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name	Parker, Tom,
Dates associated with a name	1950 June 25-
991 ## -
--	VIRTUA40
991 ## -
--	VTLSSORT0080020002010820100024502600300050405050650065017000*9992
909 ## -
--	3521

Holdings
Home library	Current library	Date acquired	Full call number	Barcode	Copy number	Koha item type
Indian Institute Of Management, Shillong	Indian Institute Of Management, Shillong	26/08/2010	658.85 LAM [ Shelf 70 ]	0008909		Reference
Indian Institute Of Management, Shillong	Indian Institute Of Management, Shillong	26/08/2010	658.85 LAM [ Shelf 70 ]	0008910	1	Book
Indian Institute Of Management, Shillong	Indian Institute Of Management, Shillong	26/08/2010	658.85 LAM [ Shelf 70 ]	0008911	2	Book