The expert negotiator : strategy, tactics, motivation, behaviour, leadership / / Raymond Saner ; [translated into English by Brian Levin for Michel Levin].
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 book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation a...
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| Year of Publication: | 2012 |
| Edition: | 4th rev. ed. |
| Language: | English |
| Physical Description: | 1 online resource (290 p.) |
| Notes: | "Original title: Verhandlungstechnik." |
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Table of Contents:
- Preliminary Material
- 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
- Bibliography
- List of related books
- Index.