The expert negotiator : : strategy, tactics, motivation, behaviour, leadership / / Raymond Saner.

• VerfasserIn: Saner, Raymond,
• Place / Publishing House: Leiden : : Brill,, 2000.
• Year of Publication: 2000
• Language: English
• Physical Description: 1 online resource (247 pages) :; illustrations

"In this book the psychologist and economist Dr. Raymond Saner draws on his years of experience as a negotiation trainer and university lecturer to show that two-thirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task. Without sacrificing scientific accuracy, Dr. Saner offers a guide to the subject. 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 for the business and political 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. This work was originally published in German."--BOOK JACKET.