The expert negotiator strategy, tactics, motivation, behaviour, leadership
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.
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Leiden ; Boston : Leiden :
Nijhoff ; Brill
2005.
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| Edición: | 2nd ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009798112206719 |
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
