The expert negotiator : : strategy, tactics, motivation, behaviour, leadership / / Raymond Saner.
"In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scien...
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Place / Publishing House: | Leiden ;, Boston : : Martinus Nijhoff Publishers. c2008. |
Year of Publication: | 2008 |
Edition: | 3rd ed. |
Language: | English |
Series: | Nijhoff eBook titles 2008
|
Physical Description: | 1 online resource (292 p.) |
Notes: | Description based upon print version of record. |
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Saner, Raymond. Verhandlungstechnik. English The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner. 3rd ed. Leiden ; Boston : Martinus Nijhoff Publishers. c2008. 1 online resource (292 p.) text txt computer c online resource cr Nijhoff eBook titles 2008 Description based upon print version of record. English Includes bibliographical references (p. 267-284) and index. Preliminary Material -- 1 The Theory and Practiceof 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 Booksby the Same Author -- Index. "In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scientific accuracy, Professor Saner offers a highly readable and fascinating guide to the subject. In so doing, he does not limit himself to the over-simplified tips generally put out on successful bargaining in every imaginable situation. Rather, he treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves." "The aim of this approach is to reveal the essence of negotiation through the experience of both the author and the reader. Such an understanding of the processes involved in negotiation is of far greater practical value than a mere collection of recipes with no discussion of the underlying theory, while the most comprehensive treatment of the theory without reference to its application in practice would be only half the story. Thus, the text is supplemented by a series of illustrative examples and case studies from the business, political, NGO and international organization arenas, plus some seventy figures and tables. With all this, the author has paid considerable attention to writing a text that is both entertaining to read and rigorous in content."--BOOK JACKET. Negociación. Negotiation. 90-04-16502-9 |
language |
English |
format |
eBook |
author |
Saner, Raymond. |
spellingShingle |
Saner, Raymond. The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Nijhoff eBook titles 2008 Preliminary Material -- 1 The Theory and Practiceof 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 Booksby the Same Author -- Index. |
author_facet |
Saner, Raymond. |
author_variant |
r s rs |
author_sort |
Saner, Raymond. |
title |
The expert negotiator : strategy, tactics, motivation, behaviour, leadership / |
title_sub |
strategy, tactics, motivation, behaviour, leadership / |
title_full |
The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner. |
title_fullStr |
The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner. |
title_full_unstemmed |
The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner. |
title_auth |
The expert negotiator : strategy, tactics, motivation, behaviour, leadership / |
title_alt |
Verhandlungstechnik. |
title_new |
The expert negotiator : |
title_sort |
the expert negotiator : strategy, tactics, motivation, behaviour, leadership / |
series |
Nijhoff eBook titles 2008 |
series2 |
Nijhoff eBook titles 2008 |
publisher |
Martinus Nijhoff Publishers. |
publishDate |
2008 |
physical |
1 online resource (292 p.) |
edition |
3rd ed. |
contents |
Preliminary Material -- 1 The Theory and Practiceof 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 Booksby the Same Author -- Index. |
isbn |
1-282-39803-2 9786612398032 90-474-4044-7 90-04-16502-9 |
callnumber-first |
B - Philosophy, Psychology, Religion |
callnumber-subject |
BF - Psychology |
callnumber-label |
BF637 |
callnumber-sort |
BF 3637 N4 S2313 42008 |
illustrated |
Illustrated |
dewey-hundreds |
300 - Social sciences |
dewey-tens |
300 - Social sciences, sociology & anthropology |
dewey-ones |
302 - Social interaction |
dewey-full |
302.3 |
dewey-sort |
3302.3 |
dewey-raw |
302.3 |
dewey-search |
302.3 |
oclc_num |
593231651 192042272 |
work_keys_str_mv |
AT sanerraymond verhandlungstechnik AT sanerraymond theexpertnegotiatorstrategytacticsmotivationbehaviourleadership AT sanerraymond expertnegotiatorstrategytacticsmotivationbehaviourleadership |
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The expert negotiator : strategy, tactics, motivation, behaviour, leadership / |
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