| Description |
1 online resource (299 pages) : illustrations |
| Contents |
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 |
| 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 book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that twothirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task. Without sacrificing scientific accuracy, Professor Saner offers a highly readable and fascinating guide to the |
| Bibliography |
Includes bibliographical references (pages 275-292) and index |
| Notes |
English |
|
Print version record |
| Subject |
Negotiation.
|
|
negotiating.
|
|
negotiation.
|
|
BUSINESS & ECONOMICS -- Negotiating.
|
|
FAMILY & RELATIONSHIPS -- Interpersonal Relations.
|
|
Negotiation
|
| Form |
Electronic book
|
| LC no. |
2008005756 |
| ISBN |
9789004233911 |
|
9004233911 |
|
9004233903 |
|
9789004233904 |
|
1280698640 |
|
9781280698644 |
|
9786613675606 |
|
6613675601 |
|
