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The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner.
LIBRA BF637.N4 S2313 2005
Available from offsite location
- Format:
- Book
- Author/Creator:
- Saner, Raymond.
- Standardized Title:
- Verhandlungstechnik. English
- Language:
- English
- Subjects (All):
- Negotiation.
- Physical Description:
- 283 pages : illustrations ; 25 cm
- Edition:
- Second edition.
- Place of Publication:
- Leiden ; Boston : Nijhoff, [2005]
- Summary:
- In this book the social scientist and economist Dr Raymond Saner draws on his long years of experience as a negotiation trainer and university lecturer to show that two-thirds of negotiation practice is learnable.
- Contents:
- 1 The theory and practice of negotiation 15
- 2 Distributive bargaining 41
- 3 Needs and motivation 65
- 4 Integrative bargaining 81
- 5 Strategy 105
- 6 Tactics 131
- 7 Phases and rounds 149
- 8 Negotiation behaviour 165
- 9 Leading a delegation 179
- 10 Interest groups and the public 191
- 11 Complex negotiations 211
- 12 Communication and perception 231
- 13 Stress 237
- 14 Cross-cultural factors 249.
- Notes:
- Includes bibliographical references (pages 261-276) and index.
- ISBN:
- 9004143033
- OCLC:
- 57333495
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