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
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| Physical Description: | 1 online resource (292 p.) |
| Notes: | Description based upon print version of record. |
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Table of 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.