The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner.
Material type:
TextLanguage: English Original language: German Publisher: Leiden ; Boston : Martinus Nijhoff Publishers, [2005]Copyright date: ©2005Edition: Second editionDescription: 283 pages : illustrations ; 24 cmContent type: - text
- unmediated
- volume
- 9004143033
- 9789004143036
- Verhandlungstechnik. English
- 302.3 21
- BF637.N4 S2313 2005
Contents:
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.
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Book | City Campus City Campus Main Collection | 302.3 SAN (Browse shelf(Opens below)) | 1 | Available | A264555B |
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Includes bibliographical references (pages 261-276) and index.
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.
Machine converted from AACR2 source record.
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