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"In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scientific accuracy, Professor Saner offers a highly readable and fascinating guide to the subject. In so doing, he does not limit himself to the over-simplified tips generally put out on successful bargaining in every imaginable situation. Rather, he treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves." "The aim of this approach is to reveal the essence of negotiation through the experience of both the author and the reader. Such an understanding of the processes involved in negotiation is of far greater practical value than a mere collection of recipes with no discussion of the underlying theory, while the most comprehensive treatment of the theory without reference to its application in practice would be only half the story. Thus, the text is supplemented by a series of illustrative examples and case studies from the business, political, NGO and international organization arenas, plus some seventy figures and tables. With all this, the author has paid considerable attention to writing a text that is both entertaining to read and rigorous in content."--BOOK JACKET.
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Previews available in: English
Subjects
Negotiation, Public law, International law, Negociacion, NegociaciónShowing 4 featured editions. View all 4 editions?
Edition | Availability |
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1
The expert negotiator: strategy, tactics, motivation, behaviour, leadership
2008, Martinus Nijhoff Publishers, Hotei Publishing
in English
- 3rd ed.
9004165029 9789004165021
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2
The expert negotiator: strategy, tactics, motivation, behaviour, leadership
2005, Martinus Nijhoff Publishers
in English
- 2nd ed.
9004143033 9789004143036
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3
The expert negotiator: strategy, tactics, motivation, behaviour, leadership
2000, Kluwer Law International
in English
904111453X 9789041114532
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4
Verhandlungstechnik: Strategie, Taktik, Motivation, Verhalten, Delegationsführung
1997, P. Haupt
in German
3258055165 9783258055169
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Book Details
Edition Notes
Includes bibliographical references and index.
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- Created September 24, 2008
- 14 revisions
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March 20, 2024 | Edited by Scott365Bot | Linking back to Internet Archive. |
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