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The Expert Negotiator 2nd Edition.
In this book 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.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Leiden :
BRILL,
2004.
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| Edición: | 2nd ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Foreword to first edition; Foreword to second edition; 1 The theory and practice of 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 books.