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Book Cover
Bestseller
BestsellerE-Book
Author Saner, Raymond.

Title The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner.

Publication Info. Leiden ; Nijhoff ; 2005.
Leiden : Brill, 2005.

Copies

Location Call No. Status
 Rocky Hill - Downloadable Materials  EBSCO Ebook    Downloadable
Rocky Hill cardholders click here to access this title from EBSCO
Edition 2nd ed.
Description 1 online resource (283 pages) : illustrations
Bibliography Includes bibliographical references (pages 261-276) and index.
Contents The theory and practice of negotiation -- Distributive bargaining -- Needs and motivation -- Integrative bargaining -- Strategy -- Tactics -- Phases and rounds -- Negotiation behaviour -- Leading a delegation -- Interest groups and the public -- Complex negotiations -- Communication and perception -- Stress -- Cross-cultural factors.
Note Print version record.
Summary "Success in negotiation is not a matter of chance, but the result of careful planning and specialized skills. Some of these skills are inborn, others need to be learnt. In this look 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. Yet very few people are specifically trained in this everyday task. Without sacrificing scientific accuracy Dr. Saner offers a highly readable and fascinating guide to the subject."--Jacket.
Subject Negotiation.
International law.
BUSINESS & ECONOMICS -- Negotiating.
FAMILY & RELATIONSHIPS -- Interpersonal Relations.
International law. (OCoLC)fst00976984
Negotiation. (OCoLC)fst01035551
Verhandlung.
Verhandlungstechnik.
Added Title Verhandlungstechnik. English
Other Form: Print version: Saner, Raymond. Verhandlungstechnik. English. Expert negotiator. 2nd ed. Leiden ; Boston : M. Nijhoff, ©2005 9004143033 9789004143036 (DLC) 2005270994 (OCoLC)57333495
ISBN 9781429452847 (electronic bk.)
1429452846 (electronic bk.)
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