Foreword to first ed. -- Foreword to second ed. -- 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
Summary
"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 look the social scientist and economist Dr. Raymond Saner draws on his long 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 highly readable and fascinating guide to the subject."--BOOK JACKET
Bibliography
Includes bibliographical references (pages 261-276) and index
