The Expert Negotiator
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 a...
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| Format: | eBook |
| Language: | English |
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Leiden
BRILL
2012, 2012
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| Edition: | 4th rev. ed |
| Online Access: | |
| Collection: | Brill Nijhoff E-Books Collections 2009-2014 - Collection details see MPG.ReNa |
Table of Contents:
- The Expert Negotiator; Table of Contents; Foreword to first edition; Foreword to second edition; Foreword to third edition; Foreword to fourth edition; 1 The theory and practiceof 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 groupsand the public; 11 Complex negotiations; 12 Communication andperception; 13 Stress; 14 Cross-cultural factors; Bibliography; List of related booksby the same author; Index