Item Details

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The Expert Negotiator [electronic resource]

Raymond Saner
Format
EBook; Book; Online
Published
Leiden ; Boston : Martinus Nijhoff Publishers, c2012.
Edition
4th rev. ed
Language
English
German (translated from)
Uniform Title
Verhandlungstechnik English
Variant Title
Subtitle on cover: Strategy, tactics, motivation, behaviour, leadership
ISBN
9004233903 (pbk.), 9789004233904 (pbk.)
Contents
  • 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.
Description
Mode of access: World wide Web.
Notes
Includes bibliographical references (pages 275-292) and index.
Copyright Not EvaluatedCopyright Not Evaluated
Technical Details
  • Access in Virgo Classic
  • Staff View

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