Cargando…
The expert negotiator : strategy, tactics, motivation, behaviour, leadership /
"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 train...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés Alemán |
| Publicado: |
Leiden ; Boston : Leiden :
Nijhoff ; Brill,
2005.
|
| Edición: | 2nd ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- 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.