Franklin

The Expert Negotiator : Strategy, Tactics, Motivation, Behaviour, Leadership.

Author/Creator:
Saner, Raymond.
Edition:
3rd ed.
Publication:
Leiden : BRILL, 2008.
Format/Description:
Book
1 online resource (292 pages)
Subjects:
Negotiation.
Form/Genre:
Electronic books.
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. Drawing on his experience as a negotiation adviser, teacher, trainer, researcher and university lecturer, the author shows that two-thirds of negotiation practice is learnable.
Contents:
Intro
Table of Contents
Foreword to first edition
Foreword to second edition
Foreword to third 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
Index.
Notes:
Description based on publisher supplied metadata and other sources.
Local notes:
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2021. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
Other format:
Print version: Saner, Raymond The Expert Negotiator
ISBN:
9789047440444
9789004165021
OCLC:
593231651
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