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The expert negotiator : strategy, tactics, motivation, behaviour, leadership /
"In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scien...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés Alemán |
| Publicado: |
Leiden ; Boston :
Martinus Nijhoff Publishers,
©2008.
|
| Edición: | 3rd ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Saner, Raymond. | |
| 240 | 1 | 0 | |a Verhandlungstechnik. |l English |
| 245 | 1 | 4 | |a The expert negotiator : |b strategy, tactics, motivation, behaviour, leadership / |c Raymond Saner. |
| 250 | |a 3rd ed. | ||
| 260 | |a Leiden ; |a Boston : |b Martinus Nijhoff Publishers, |c ©2008. | ||
| 300 | |a 1 online resource (291 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references (pages 267-284) and index. | ||
| 505 | 0 | |a 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. | |
| 520 | 1 | |a "In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scientific accuracy, Professor Saner offers a highly readable and fascinating guide to the subject. In so doing, he does not limit himself to the over-simplified tips generally put out on successful bargaining in every imaginable situation. Rather, he treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves." "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 from the business, political, NGO and international organization 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."--Jacket. | |
| 588 | 0 | |a Print version record. | |
| 546 | |a Translation of : Verhandlungstechnik. | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Negotiation. | |
| 650 | 6 | |a Négociations. | |
| 650 | 7 | |a negotiating. |2 aat | |
| 650 | 7 | |a negotiation. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Negotiating. |2 bisacsh | |
| 650 | 7 | |a FAMILY & RELATIONSHIPS |x Interpersonal Relations. |2 bisacsh | |
| 650 | 7 | |a Negotiation. |2 fast |0 (OCoLC)fst01035551 | |
| 650 | 7 | |a Verhandlung |2 gnd | |
| 776 | 0 | 8 | |i Print version: |a Saner, Raymond. |s Verhandlungstechnik. English. |t Expert negotiator. |b 3rd ed. |d Leiden ; Boston : Martinus Nijhoff Publishers, ©2008 |z 9789004165021 |w (DLC) 2008005756 |w (OCoLC)192042272 |
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