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The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner.
- Format:
- Book
- Author/Creator:
- Saner, Raymond.
- Language:
- English
- Subjects (All):
- Negotiation.
- International law.
- Physical Description:
- 1 online resource (284 p.)
- Edition:
- 2nd ed.
- Place of Publication:
- Leiden ; Boston : Nijhoff ; Leiden : Brill, 2005.
- Language Note:
- English
- 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:
- Foreword to first edition; Foreword to second edition; 1 The theory and practice of negotiation; 2 Distributive bargaining; 3 Needs and motivation; 4 Integrative bargaining; 5 Strategy; 6 Tactics; 7 Phases and rounds; 8 Negotiation behaviour; 9 Leading a delegation; 10 Interest groups and the public; 11 Complex negotiations; 12 Communication and perception; 13 Stress; 14 Cross-cultural factors; Bibliography; List of related books
- Notes:
- Description based upon print version of record.
- Includes bibliographical references (p. 261-276) and index.
- ISBN:
- 1-280-86775-2
- 9786610867752
- 1-4294-5284-6
- 1-4337-0407-2
- OCLC:
- 437175345
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