The Expert Negotiator : Strategy, Tactics, Motivation, Behaviour, Leadership.
- 3rd ed.
- Leiden : BRILL, 2008.
1 online resource (292 pages)
- Electronic books.
- 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.
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
7 Phases and rounds
8 Negotiation behaviour
9 Leading a delegation
10 Interest groups and the public
11 Complex negotiations
12 Communication and perception
14 Cross-cultural factors
List of related books
- 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
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