LEADER 01298nam a2200289 i 4500 001 991001550009707536 005 20020503122838.0 008 000217s1997 fr ||| | ||| 020 $a204016216X 035 $ab10236843-39ule_inst 035 $aLE01279940$9ExL 040 $aDip.to Lingue$bita 100 1 $aLagarde, André$0388693 245 15$aXIXe Diciannovesimo siécle :$bles grands auteurs francais. Anthologie et histoire littéraire /$cAndré Lagarde, Laurent Michard 260 $aParis :$bBordas,$cc1997 300 $a578 p. :$bill. ;$c22 cm. 490 0 $aLagarde et Michard 500 $aPer un commento più analitico dei passi contenuti nel testo, v. alla voce: DECESSE, Raymond 650 4$aLetteratura francese$ySec.19 - Antologia 700 1 $aMichard, Laurent$eauthor$4http://id.loc.gov/vocabulary/relators/aut$0174779 907 $a.b10236843$b17-02-17$c27-06-02 912 $a991001550009707536 945 $aLE012 REF 840.800 7 LAG 5$g1$i2012000016149$lle012$o-$pE0.00$q-$rn$so $t0$u0$v0$w0$x0$y.i10286871$z27-06-02 945 $aLE012 REF 840.800 7 LAG 5/A$g2$i2012000016156$lle012$o-$pE0.00$q-$rn$so $t0$u1$v0$w1$x0$y.i10286883$z27-06-02 996 $aDiciannovesimo siécle$91445277 997 $aUNISALENTO 998 $ale012$b01-01-00$cm$da $e-$feng$gfr $h5$i2 LEADER 03693nam 2200421 450 001 9910793828903321 005 20200305115831.0 010 $a1-119-54055-0 010 $a1-119-54054-2 035 $a(CKB)4100000010080349 035 $a(MiAaPQ)EBC6007465 035 $a(CaSebORM)9781119540519 035 $a(EXLCZ)994100000010080349 100 $a20200305d2020 uy 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aInked $ethe ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal /$fJeb Blount 205 $a1st edition 210 1$aHoboken, New Jersey :$cWiley,$d[2020] 210 4$d©2020 215 $a1 online resource (339 pages) 300 $aIncludes index. 311 $a1-119-54051-8 330 $aLearn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today?s buyers have more power than ever before?more information, more at stake, and more control over the buying process?they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer?along with your company?s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal , Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You?ll learn: Seven Immutable Rules of Sales Negotiation Why ?Win-Win? Usually Means ?You-Lose? The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful ta... 606 $aNegotiation in business 615 0$aNegotiation in business. 676 $a658.4052 700 $aBlount$b Jeb$0863116 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910793828903321 996 $aInked$93688512 997 $aUNINA LEADER 02936nam 2200661 450 001 9910778719703321 005 20230331015324.0 010 $a0-19-773119-8 010 $a0-19-802250-6 010 $a1-280-45397-4 010 $a0-19-535426-5 010 $a0-585-32364-X 035 $a(CKB)111004366529070 035 $a(EBL)4702608 035 $a(SSID)ssj0000218009 035 $a(PQKBManifestationID)11217597 035 $a(PQKBTitleCode)TC0000218009 035 $a(PQKBWorkID)10213310 035 $a(PQKB)11312419 035 $a(SSID)ssj0000364132 035 $a(PQKBManifestationID)12107498 035 $a(PQKBTitleCode)TC0000364132 035 $a(PQKBWorkID)10395003 035 $a(PQKB)11703355 035 $a(Au-PeEL)EBL4702608 035 $a(CaPaEBR)ebr11273653 035 $a(OCoLC)860429278 035 $a(MiAaPQ)EBC4702608 035 $a(EXLCZ)99111004366529070 100 $a20161012h19891989 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aPardons $ejustice, mercy, and the public interest /$fKathleen Dean Moore 210 1$aNew York ;$aOxford, [England] :$cOxford University Press,$d1989. 210 4$d©1989 215 $a1 online resource (284 p.) 300 $aDescription based upon print version of record. 311 $a0-19-505871-2 311 $a0-19-511394-2 320 $aIncludes bibliographical references and index. 327 $aContents; Introduction; I: A Philosophical History of Punishment and Pardon; 1. Pardon Before the Enlightenment; 2. Eighteenth-Century Reactions Against Pardon; 3. The Utilitarians' Position; 4. The Nineteenth Century: Pardon and the Right to Punishment; 5. Pardon and the Rehabilitative Ideal; 6. The Retributivist Backlash; 7. Pardoning in Transition; II: A Retributivist Theory of Pardon; 8. How a Retributivist Theory Can Justify Pardon; 9. Legalistic Retributivism; 10. Moralistic Retributivism; 11. Deserving Punishment and Deserving Pardon; 12. Justified Pardons: Innocence 327 $a13. Justified Pardons: Excuses14. Justified Pardons: Justifications; 15. Justified Pardons: Adjustments to Sentences; III: Applications, Both Practical and Theoretical; 16. How to Distinguish Forgiveness, Mercy, and Pardon; 17. How to Abuse the Pardoning Power; 18. How Presidential Pardoning Practices Should Be Changed; Conclusion; Notes; Bibliography; Books and Articles; Legal Cases; Public Documents; Unpublished Materials; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z 606 $aPardon$zUnited States 606 $aPardon 615 0$aPardon 615 0$aPardon. 676 $a347.30577 700 $aMoore$b Kathleen Dean$01557140 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910778719703321 996 $aPardons$93820435 997 $aUNINA