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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 |
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.