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- catalog contributor b5181300.
- catalog contributor b5181301.
- catalog created "c1993.".
- catalog date "1993".
- catalog date "c1993.".
- catalog dateCopyrighted "c1993.".
- catalog description "Foreword -- To the reader -- Introduction : What you need to know to become an effective advocate -- Part I. Misconceptions about negotiations -- Part II. The structure of negotiation -- Part III. Putting it all together -- Part IV. The fundamentals of table behavior -- Part V. Negotiation and dispute resolution. -- Summary and conclusion -- Appendix A. Time line management -- Appendix B. On mediation -- Appendix C. Styles of persuasion -- Appendix D. The iceberg principle.".
- catalog description "Includes bibliographical references (p. 113-122).".
- catalog extent "xv, 122 p. :".
- catalog hasFormat "On and off the record.".
- catalog identifier "0840385854".
- catalog isFormatOf "On and off the record.".
- catalog issued "1993".
- catalog issued "c1993.".
- catalog language "eng".
- catalog publisher "Dubuque, Iowa : Kendall/Hunt Pub. Co.,".
- catalog relation "On and off the record.".
- catalog subject "BF637.N4 C65x 1993".
- catalog subject "Negotiation.".
- catalog tableOfContents "Foreword -- To the reader -- Introduction : What you need to know to become an effective advocate -- Part I. Misconceptions about negotiations -- Part II. The structure of negotiation -- Part III. Putting it all together -- Part IV. The fundamentals of table behavior -- Part V. Negotiation and dispute resolution. -- Summary and conclusion -- Appendix A. Time line management -- Appendix B. On mediation -- Appendix C. Styles of persuasion -- Appendix D. The iceberg principle.".
- catalog title "On and off the record : Colosi on negotiation / by Thomas R. Colosi.".
- catalog type "text".