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Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount
| Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] |
| Descrizione fisica | 1 online resource (241 pages) |
| Disciplina | 155.93 |
| Soggetto topico |
Rejection (Psychology)
Selling BUSINESS & ECONOMICS / Industrial Management |
| ISBN |
1-119-47736-0
1-119-47737-9 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Asking : the most important discipline in sales -- How to ask -- The four objections you meet in a deal -- The science of resistance -- Objections are not rejection, but they feel that way -- The science behind the hurt -- The curse of rejection -- Rejection proof -- Avoiding objections is stupid -- Prospecting objections -- "Yes" has a number -- Red herrings -- Micro-commitment objections -- Buying commitment objections -- Bending win probability in your favor -- The relentless pursuit of yes. |
| Altri titoli varianti | Ultimate guide to mastering the art and science of getting past no |
| Record Nr. | UNINA-9910811496003321 |
Blount Jeb
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| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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On death and dying [[electronic resource] /] / Elisabeth Kubler-Ross
| On death and dying [[electronic resource] /] / Elisabeth Kubler-Ross |
| Autore | Kübler-Ross Elisabeth |
| Pubbl/distr/stampa | London; ; New York, : Routledge, 1973, c1970 |
| Descrizione fisica | 1 online resource (267 p.) |
| Disciplina |
155.93
155.937 |
| Soggetto topico |
Death - Psychological aspects
Bereavement - Psychological aspects |
| ISBN |
1-280-05160-4
0-203-01049-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Book Cover; Half-Title; Title; Copyright; Contents; Dedication; Foreword; Acknowledgments; Preface; I On the Fear of Death; II Attitudes Toward Death and Dying; III First Stage: Denial and Isolation; IV Second Stage: Anger; V Third Stage: Bargaining; VI Fourth Stage: Depression; VII Fifth Stage: Acceptance; VIII Hope; IX The Patient's Family; X Some Interviews with Terminally Ill Patients; XI Reactions to the Seminar on Death and Dying; XII Therapy with the Terminally Ill; Bibliography; |
| Record Nr. | UNINA-9910305551803321 |
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Kübler-Ross Elisabeth
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| London; ; New York, : Routledge, 1973, c1970 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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A passion for society : how we think about human suffering / / Iain Wilkinson, Arthur Kleinman
| A passion for society : how we think about human suffering / / Iain Wilkinson, Arthur Kleinman |
| Autore | Wilkinson Iain |
| Pubbl/distr/stampa | Oakland, California : , : University of California Press, , 2016 |
| Descrizione fisica | 1 online resource (322 p.) |
| Disciplina | 155.93 |
| Collana | California Series in Public Anthropology |
| Soggetto topico |
Suffering - Social aspects
Stress, Psychological |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-520-96240-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Front matter -- Preface -- Acknowledgments -- Contents -- Introduction -- 1. The Origins of Social Suffering -- 2. In Division and Denial -- 3. A Broken Recovery -- 4. Learning from Weber -- 5. The Praxis of Social Suffering -- 6. Caregiving -- Conclusion -- Notes -- Bibliography -- Index |
| Record Nr. | UNINA-9910460546503321 |
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Wilkinson Iain
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| Oakland, California : , : University of California Press, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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A passion for society : how we think about human suffering / / Iain Wilkinson, Arthur Kleinman
| A passion for society : how we think about human suffering / / Iain Wilkinson, Arthur Kleinman |
| Autore | Wilkinson Iain |
| Pubbl/distr/stampa | Oakland, California : , : University of California Press, , 2016 |
| Descrizione fisica | 1 online resource (322 p.) |
| Disciplina | 155.93 |
| Collana | California Series in Public Anthropology |
| Soggetto topico |
Suffering - Social aspects
Stress, Psychological |
| Soggetto non controllato |
caregiving
history of suffering human misery human suffering humanitarian actions for suffering institutionalized suffering medical anthropology praxis of social suffering professionalization of social science recovery from suffering social activism for carers social justice and suffering social science social suffering social theory sociology suffering surviving mass violence surviving suffering value neutral social science witnesses to suffering |
| ISBN | 0-520-96240-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Front matter -- Preface -- Acknowledgments -- Contents -- Introduction -- 1. The Origins of Social Suffering -- 2. In Division and Denial -- 3. A Broken Recovery -- 4. Learning from Weber -- 5. The Praxis of Social Suffering -- 6. Caregiving -- Conclusion -- Notes -- Bibliography -- Index |
| Record Nr. | UNINA-9910797752903321 |
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Wilkinson Iain
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| Oakland, California : , : University of California Press, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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A passion for society : how we think about human suffering / / Iain Wilkinson, Arthur Kleinman
| A passion for society : how we think about human suffering / / Iain Wilkinson, Arthur Kleinman |
| Autore | Wilkinson Iain |
| Pubbl/distr/stampa | Oakland, California : , : University of California Press, , 2016 |
| Descrizione fisica | 1 online resource (322 p.) |
| Disciplina | 155.93 |
| Collana | California Series in Public Anthropology |
| Soggetto topico |
Suffering - Social aspects
Stress, Psychological |
| Soggetto non controllato |
caregiving
history of suffering human misery human suffering humanitarian actions for suffering institutionalized suffering medical anthropology praxis of social suffering professionalization of social science recovery from suffering social activism for carers social justice and suffering social science social suffering social theory sociology suffering surviving mass violence surviving suffering value neutral social science witnesses to suffering |
| ISBN | 0-520-96240-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Front matter -- Preface -- Acknowledgments -- Contents -- Introduction -- 1. The Origins of Social Suffering -- 2. In Division and Denial -- 3. A Broken Recovery -- 4. Learning from Weber -- 5. The Praxis of Social Suffering -- 6. Caregiving -- Conclusion -- Notes -- Bibliography -- Index |
| Record Nr. | UNINA-9910822926603321 |
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Wilkinson Iain
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| Oakland, California : , : University of California Press, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Perspectives on loss and trauma [[electronic resource] ] : assaults on the self / / John H. Harvey
| Perspectives on loss and trauma [[electronic resource] ] : assaults on the self / / John H. Harvey |
| Autore | Harvey John H. <1943-> |
| Pubbl/distr/stampa | Thousand Oaks, Calif., : SAGE, c2002 |
| Descrizione fisica | 1 online resource (328 p.) |
| Disciplina | 155.93 |
| Soggetto topico |
Adjustment (Psychology)
Bereavement - Psychological aspects Grief Life change events Loss (Psychology) Psychic trauma Wounds and injuries |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-4833-2863-5
1-4522-5211-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Contents; Acknowledgments; Chapter 1 - Introduction to the Study of Loss and Trauma; A Social-Psychological Approach; Definitions; Nuances of Defining Major Losses; An Extensive Literature; Emphasizing People's Construction of Meaning; Contextualization of Loss Experiences; The Experience of a ""Pileup"" of Losses; A Set of Basic Ideas; Trauma: Conceptual Background; ""Missing"" Something: A Central Experience in Loss and Trauma; Conclusions: Emphasis on Basic Principles; Chapter 2 - Losing Loved Ones to Death; The Death of Loved Ones; A Survey of the Bereavement Literature
Diverse Grief ResponsesThe Death of a Child; The Death of a Spouse or Significant Other; The Death of a Parent; A Child's Grief; Relevance of Basic Ideas; Chapter 3 - Dissolution and Divorce; A Culture of Divorce; Changing Mores: A Fading Stigma; Defining an Emotional Divorce; Nonmarital Dissolution Versus Divorce; When Deteriorated Relationships do Not End; Moving toward Dissolution; Entertaining Uncertainty about Causality; Gottman's Analysis of Dissolution; The Process of Disaffection; Vaughan's Analysis of the Progression toward Termination; Who is Most or Least Distressed?; Infidelity The Aftermath of Divorce: Staying SingleDeciding to Remarry; Health; Vivid Memories of Loves Gone by; The Effects on Children; Wallerstein's ""Unexpected Legacy"" Argument; Conclusion: The Future of Divorce and Dissolution; Chapter 4 - Loss Due to Illness and Injury; Chronic Pain, Illness, and Disability; Losses Associated with Accidents and Diseases in Early and Midlife; Losses Related to Major Accidents; ""Marking"" Persons Who are Chronically Ill or Disabled; Aging and the Loss of Health; Caregivers; Courage in Dealing with Loss Due to Injury or Disease; Conclusions Chapter 5 - Unemployment and HomelessnessLoss of Employment; Other Work-Related Loss Issues; The Impoverished and the Homeless; Conclusions; Chapter 6 - Suicide; The Pervasiveness of Suicide; Historical Notes; A Cry for Help; What to do if Confronted with a Friend's Thoughts of Suicide; Contemporary Issues in Suicide; Meanings of Suicide; Etiology: ""Psychache"" and Depressed Anguish; Etiology: The Biological Case; The Dynamics of Suicide: Clues to Intentions; Suicide and the Elderly; Suicide and Mental Illness; Myths about Suicide; Rational Suicide; Coping with the Suicide of a Loved One The Internet and Support GroupsConclusions: Legacies; Chapter 7 - Life Span Losses and Aging; The Normality of Frequent Life Span Losses; Is Aging Just about Loss?; Themes in Life Review; The Experience of Aging; Selective Review of Loss-Related Aging Evidence; Bereavement and Aging; The Dialectic of Loss and the Quest for Romance in the Golden Years; Stigmatization and the Elderly; The Loss of Health, Hope, and Meaning; Life's Final Season: Going out with Pride and Dignity; Finding Will and Hope Despite the Frequency of Loss; Chapter 8 - Violence and War The Basic Literature on Violence and Aggression |
| Record Nr. | UNINA-9910480393303321 |
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Harvey John H. <1943->
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| Thousand Oaks, Calif., : SAGE, c2002 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Perspectives on loss and trauma [[electronic resource] ] : assaults on the self / / John H. Harvey
| Perspectives on loss and trauma [[electronic resource] ] : assaults on the self / / John H. Harvey |
| Autore | Harvey John H. <1943-> |
| Pubbl/distr/stampa | Thousand Oaks, Calif., : SAGE, c2002 |
| Descrizione fisica | 1 online resource (ix, 317 p.) |
| Disciplina | 155.93 |
| Soggetto topico |
Loss (Psychology)
Psychic trauma Wounds and injuries Grief Bereavement - Psychological aspects Adjustment (Psychology) Life change events |
| ISBN |
1-4833-2863-5
1-4522-5211-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Contents; Acknowledgments; Chapter 1 - Introduction to the Study of Loss and Trauma; A Social-Psychological Approach; Definitions; Nuances of Defining Major Losses; An Extensive Literature; Emphasizing People's Construction of Meaning; Contextualization of Loss Experiences; The Experience of a ""Pileup"" of Losses; A Set of Basic Ideas; Trauma: Conceptual Background; ""Missing"" Something: A Central Experience in Loss and Trauma; Conclusions: Emphasis on Basic Principles; Chapter 2 - Losing Loved Ones to Death; The Death of Loved Ones; A Survey of the Bereavement Literature
Diverse Grief ResponsesThe Death of a Child; The Death of a Spouse or Significant Other; The Death of a Parent; A Child's Grief; Relevance of Basic Ideas; Chapter 3 - Dissolution and Divorce; A Culture of Divorce; Changing Mores: A Fading Stigma; Defining an Emotional Divorce; Nonmarital Dissolution Versus Divorce; When Deteriorated Relationships do Not End; Moving toward Dissolution; Entertaining Uncertainty about Causality; Gottman's Analysis of Dissolution; The Process of Disaffection; Vaughan's Analysis of the Progression toward Termination; Who is Most or Least Distressed?; Infidelity The Aftermath of Divorce: Staying SingleDeciding to Remarry; Health; Vivid Memories of Loves Gone by; The Effects on Children; Wallerstein's ""Unexpected Legacy"" Argument; Conclusion: The Future of Divorce and Dissolution; Chapter 4 - Loss Due to Illness and Injury; Chronic Pain, Illness, and Disability; Losses Associated with Accidents and Diseases in Early and Midlife; Losses Related to Major Accidents; ""Marking"" Persons Who are Chronically Ill or Disabled; Aging and the Loss of Health; Caregivers; Courage in Dealing with Loss Due to Injury or Disease; Conclusions Chapter 5 - Unemployment and HomelessnessLoss of Employment; Other Work-Related Loss Issues; The Impoverished and the Homeless; Conclusions; Chapter 6 - Suicide; The Pervasiveness of Suicide; Historical Notes; A Cry for Help; What to do if Confronted with a Friend's Thoughts of Suicide; Contemporary Issues in Suicide; Meanings of Suicide; Etiology: ""Psychache"" and Depressed Anguish; Etiology: The Biological Case; The Dynamics of Suicide: Clues to Intentions; Suicide and the Elderly; Suicide and Mental Illness; Myths about Suicide; Rational Suicide; Coping with the Suicide of a Loved One The Internet and Support GroupsConclusions: Legacies; Chapter 7 - Life Span Losses and Aging; The Normality of Frequent Life Span Losses; Is Aging Just about Loss?; Themes in Life Review; The Experience of Aging; Selective Review of Loss-Related Aging Evidence; Bereavement and Aging; The Dialectic of Loss and the Quest for Romance in the Golden Years; Stigmatization and the Elderly; The Loss of Health, Hope, and Meaning; Life's Final Season: Going out with Pride and Dignity; Finding Will and Hope Despite the Frequency of Loss; Chapter 8 - Violence and War The Basic Literature on Violence and Aggression |
| Record Nr. | UNINA-9910791724103321 |
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Harvey John H. <1943->
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| Thousand Oaks, Calif., : SAGE, c2002 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Perspectives on loss and trauma [[electronic resource] ] : assaults on the self / / John H. Harvey
| Perspectives on loss and trauma [[electronic resource] ] : assaults on the self / / John H. Harvey |
| Autore | Harvey John H. <1943-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Thousand Oaks, Calif., : SAGE, c2002 |
| Descrizione fisica | 1 online resource (ix, 317 p.) |
| Disciplina | 155.93 |
| Soggetto topico |
Loss (Psychology)
Psychic trauma Wounds and injuries Grief Bereavement - Psychological aspects Adjustment (Psychology) Life change events |
| ISBN |
1-4833-2863-5
1-4522-5211-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Contents; Acknowledgments; Chapter 1 - Introduction to the Study of Loss and Trauma; A Social-Psychological Approach; Definitions; Nuances of Defining Major Losses; An Extensive Literature; Emphasizing People's Construction of Meaning; Contextualization of Loss Experiences; The Experience of a ""Pileup"" of Losses; A Set of Basic Ideas; Trauma: Conceptual Background; ""Missing"" Something: A Central Experience in Loss and Trauma; Conclusions: Emphasis on Basic Principles; Chapter 2 - Losing Loved Ones to Death; The Death of Loved Ones; A Survey of the Bereavement Literature
Diverse Grief ResponsesThe Death of a Child; The Death of a Spouse or Significant Other; The Death of a Parent; A Child's Grief; Relevance of Basic Ideas; Chapter 3 - Dissolution and Divorce; A Culture of Divorce; Changing Mores: A Fading Stigma; Defining an Emotional Divorce; Nonmarital Dissolution Versus Divorce; When Deteriorated Relationships do Not End; Moving toward Dissolution; Entertaining Uncertainty about Causality; Gottman's Analysis of Dissolution; The Process of Disaffection; Vaughan's Analysis of the Progression toward Termination; Who is Most or Least Distressed?; Infidelity The Aftermath of Divorce: Staying SingleDeciding to Remarry; Health; Vivid Memories of Loves Gone by; The Effects on Children; Wallerstein's ""Unexpected Legacy"" Argument; Conclusion: The Future of Divorce and Dissolution; Chapter 4 - Loss Due to Illness and Injury; Chronic Pain, Illness, and Disability; Losses Associated with Accidents and Diseases in Early and Midlife; Losses Related to Major Accidents; ""Marking"" Persons Who are Chronically Ill or Disabled; Aging and the Loss of Health; Caregivers; Courage in Dealing with Loss Due to Injury or Disease; Conclusions Chapter 5 - Unemployment and HomelessnessLoss of Employment; Other Work-Related Loss Issues; The Impoverished and the Homeless; Conclusions; Chapter 6 - Suicide; The Pervasiveness of Suicide; Historical Notes; A Cry for Help; What to do if Confronted with a Friend's Thoughts of Suicide; Contemporary Issues in Suicide; Meanings of Suicide; Etiology: ""Psychache"" and Depressed Anguish; Etiology: The Biological Case; The Dynamics of Suicide: Clues to Intentions; Suicide and the Elderly; Suicide and Mental Illness; Myths about Suicide; Rational Suicide; Coping with the Suicide of a Loved One The Internet and Support GroupsConclusions: Legacies; Chapter 7 - Life Span Losses and Aging; The Normality of Frequent Life Span Losses; Is Aging Just about Loss?; Themes in Life Review; The Experience of Aging; Selective Review of Loss-Related Aging Evidence; Bereavement and Aging; The Dialectic of Loss and the Quest for Romance in the Golden Years; Stigmatization and the Elderly; The Loss of Health, Hope, and Meaning; Life's Final Season: Going out with Pride and Dignity; Finding Will and Hope Despite the Frequency of Loss; Chapter 8 - Violence and War The Basic Literature on Violence and Aggression |
| Record Nr. | UNINA-9910819895903321 |
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Harvey John H. <1943->
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| Thousand Oaks, Calif., : SAGE, c2002 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Places of traumatic memory : a global context / / Amy L. Hubbell [and three others] editors
| Places of traumatic memory : a global context / / Amy L. Hubbell [and three others] editors |
| Edizione | [1st ed. 2020.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Palgrave Macmillan, , [2020] |
| Descrizione fisica | 1 online resource (XVI, 319 p. 18 illus., 5 illus. in color.) |
| Disciplina | 155.93 |
| Collana | Palgrave Macmillan Memory Studies |
| Soggetto topico | Psychic trauma - Social aspects |
| Soggetto genere / forma | Electronic books. |
| ISBN | 3-030-52056-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Acknowledging trauma in a global context: Narrative, memory and place -- 2. Long Tan, Coral-Balmoral and Binh Ba: Remembered, un-remembered and dis-remembered battlefields from Australia’s Vietnam war -- 3. ‘Difficult heritage’, silent witnesses: Dismembering traumatic memories, narratives, and emotions of firebombing in Japan -- 4. No place to remember: Haunting and the search for mass graves in Indonesia -- 5. The visitor’s gaze in the Museum of Memory and Human Rights in Chile -- 6. Remembering World War One in Australia: Hyde Park as memory space -- 7. Sites of memory, sites of ruination in postcolonial France and the francosphere -- 8. ‘The most intimate familiarity and the most extreme existential alienation’: Ilse Aichinger’s memories of Nazi-era Vienna -- 9. Black skin as site of memory: Stories of trauma from the Black Atlantic -- 10. Humanitarian journalism and the representation of survivors of Bosnia-Herzegovina’s mass violence -- 11. Remembering the 5 July 1962 massacre in Oran, Algeria -- 12. Cultural practices as sites of trauma and empathic distress in Like Cotton Twines (2016) and Grass between my Lips (2008) -- 13. Screen memories in true crime documentary: Trauma, bodies and places in The Keepers (2017) and Casting JonBenet (2017) -- 14. Chile 1988: Trauma and resistance in Pablo Larraín’s No (2012). |
| Record Nr. | UNINA-9910482977703321 |
| Cham, Switzerland : , : Palgrave Macmillan, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The positive power of sadness : how good grief prevents and cures anxiety, depression, and anger / / Ron Johnson, PhD, and Deb Brock, PhD
| The positive power of sadness : how good grief prevents and cures anxiety, depression, and anger / / Ron Johnson, PhD, and Deb Brock, PhD |
| Autore | Johnson Ron, Ph.D. |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Praeger, , 2017 |
| Descrizione fisica | 1 online resource (x, 150 pages) |
| Disciplina | 155.93 |
| Collana | Psychology, Religion, and Spirituality |
| Soggetto topico | Psychology |
| ISBN |
979-84-00-69936-8
979-82-16-13067-3 1-4408-5500-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Series Editor's Foreword Introduction Chapter 1 Not My Daughter Chapter 2 Daily Grief: "The Little Sads" Chapter 3 Different Kinds of Losses Chapter 4 Loss of Relationships Chapter 5 Why We Don't Grieve Chapter 6 Depression and Anxiety: Sadness Disguised Chapter 7 How to Do Sadness Annotated Bibliography Index |
| Record Nr. | UNINA-9910165018803321 |
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Johnson Ron, Ph.D.
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| Praeger, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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