000			01875ngm a2200313 a 4500
001			HST2946_1_2
003			UkLoHST
006			m c
007			cr|cna|||a||||
007			vz|czazum
008			120110s2011 enk|||||||||||s|||v|eng d
028	5	0	_a2946 _bHenry Stewart Talks
035			_a(UkLoHST)2125
040			_aUkLoHST _beng _cUkLoHST
100	1		_aGifford, Donald G. _d1952- _4spk
245	1	4	_aThe inherently distributive aspects of many bargaining interactions _h[electronic resource] / _cDonald G. Gifford.
260			_aLondon : _bHenry Stewart Talks, _c2011.
300			_a1 online resource (1 streaming video file (33 min.) : _bcolor, sound).
490	1		_aNegotiations and bargaining : how to get what you want when you interact with others, _x2056-4570
500			_aAnimated audio-visual presentation with synchronized narration.
500			_aTitle from title frames.
505	0		_aContents: Value claiming and value creation -- Problem-solving or integrative bargaining -- Distributive or "zero-sum" bargaining contexts -- Reservation point -- Goals and aspirations -- Competitive tactics -- Cooperative tactics -- Objective criteria -- Style contrasted with tactics or strategy -- Informational bargaining -- Nonverbal cues -- Bargaining power -- BATNA -- Preparation -- Home turf -- Initial proposals -- Anchoring -- Responses to initial proposals -- Concessions -- Threats -- Promises -- Arguments -- Limiting concessions -- Consecutive concessions -- Closure -- Deadlines and ultimatums -- Splitting the difference.
506			_aAccess restricted to subscribers.
538			_aMode of access: World Wide Web.
650		0	_aNegotiation.
830		0	_aHenry Stewart talks. _pBusiness & management collection. _pNegotiations and bargaining.
856	4	0	_uhttps://hstalks.com/bm/2125/
856	4	2	_uhttps://hstalks.com/bm/p/606/ _3Series
999			_c79763 _d79763