The expert negotiator
Subtitle: strategy, tactics, motivation, behaviour, leadership
By: Raymond Saner
Edition: 4th rev. ed.
Publisher: Martinus Nijhoff Publishers; BRILL
Published: 2012
Place of publication: Leiden; Boston
Language: eng
Format: [electronic resource] :
Number of pages: 299
ISBN-13: 9789004233904; 9789004233911
Subjects: Negotiation; Negociación; BUSINESS & ECONOMICS / Negotiating; FAMILY & RELATIONSHIPS / Interpersonal Relations
Work titles: Verhandlungstechnik
Notes: Includes bibliographical references (p. 275-292) and index.

Description based on print version record.
Table of contents: title: The theory and practice of negotiation; title: Distributive bargaining; title: Needs and motivation; title: Integrative bargaining; title: Strategy; title: Tactics; title: Phases and rounds; title: Negotiation behaviour; title: Leading a delegation; title: Interest groups and the public; title: Complex negotiations; title: Communication and perception; title: Stress; title: Cross-cultural factors.