The new art of negotiating
Subtitle: how to close any deal
By: Gerard Nierenberg, Henry H. Calero.
Contributors: Calero, Henry H.; Nierenberg, Gerard I.
Publisher: Square One Publishers
Published: 2009
Place of publication: Garden City Park, NY
Language: eng
ISBN-13: 9780757003059
Subjects: Negotiation
Notes: Rev. ed. of: The art of negotiating / Gerard I. Nierenberg. 1981.

Includes index.
Table of contents: title: The fundamentals of negotiating : a starting point; title: Basic human behavior : needs, patterns, and motivation; title: The profile of a successful negotiator : talents and traits; title: The preparation period : initial steps and possible approaches; title: Effective negotiating techniques : from selecting strategies to side-stepping impasses and assumptions; title: Different perspectives, same goals; title: the manager and the team; title: How to read fellow negotiators : nonverbal clues and gender dynamics; title: Additional things to consider : misconceptions and self-assessments.