Negotiating for international development: a practitioner's handbook
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Dordrecht [u.a.]
Nijhoff
1990
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXIX, 294 S. |
| ISBN: | 0792306368 |
Internformat
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| 650 | 4 | |a International cooperation | |
| 650 | 4 | |a Développement économique - Guides, manuels, etc | |
| 650 | 7 | |a Economische ontwikkeling |2 gtt | |
| 650 | 4 | |a Négociations - Guides, manuels, etc | |
| 650 | 7 | |a Onderhandelen |2 gtt | |
| 650 | 4 | |a Entwicklungsländer | |
| 650 | 4 | |a Wirtschaftsentwicklung | |
| 650 | 4 | |a Wirtschaftspolitik | |
| 650 | 4 | |a Economic development |v Handbooks, manuals, etc | |
| 650 | 4 | |a Negotiation |v Handbooks, manuals, etc | |
| 651 | 4 | |a Pays en voie de développement - Politique économique - Guides, manuels, etc | |
| 651 | 4 | |a Developing countries |x Economic policy |v Handbooks, manuals, etc | |
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Datensatz im Suchindex
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|---|---|
| adam_text | INTERNATIONAL DEVELOPMENT LAW INSTITUTE
NEGOTIATING FOR
INTERNATIONAL
DEVELOPMENT
A PRACTITIONER S HANDBOOK
Russell B Sunshine
MARTINUS NIJHOFF PUBLISHERS
DORDRECHT / BOSTON / LONDON
Vll
NEGOTIATING FOR INTERNATIONAL
DEVELOPMENT
A Practitioner s Handbook
SUMMARY TABLE OF CONTENTS
Page
SPONSOR S PREFACE
L Michael Hager, Director,
International Development Law Institute xi
AUTHOR S PREFACE
Russell B Sunshine xiii
FOREWORD
Hon Fiorentino P Feliciano, Justice,
Supreme Court of the Philippines xix
CHAPTER ONE
PLACING NEGOTIATION IN ITS INTERNATIONAL
DEVELOPMENT CONTEXT 3
Settings and Scenarios: Subjects,
Parties and Functions of International
Development Negotiations 4
Why and How International Development
Negotiating Differs from Negotiating
in a Domestic Context 14
Special Skill Demands Imposed on
Negotiators by the International
Development Context 18
Vlll
CHAPTER TWO
THE IMPACT OF CULTURE ON NEGOTIATING
BEHAVIOR 25
Some General Principles 25
Some Illustrative Negotiating Styles 33
How to Negotiate Cross-Culturally 59
CHAPTER THREE
EFFECTIVE PREPARATION FOR NEGOTIATIONS 93
Why Preparation is an International
Development Negotiator s Single Most
Important Responsibility 93
A Systematic Approach to Effective
Preparation 97
An Illustrative Case Study 121
CHAPTER FOUR
EFFECTIVE CONDUCT OF NEGOTIATIONS:
INDIVIDUAL STRATEGIES AND TACTICS 145
An Introduction and Some General
Principles 145
Role Models: Some Shared
Characteristics and Techniques
of Successful Individual Negotiators 148
Dealing with Perceived Imbalances in
Negotiators and Parties Relative
Status and Power 151
Crucial Communication Skills 162
Time and Place 178
Defending Against Dirty Tricks 196
I X
CHAPTER FIVE
EFFECTIVE CONDUCT OF NEGOTIATIONS:
TEAM STRA TEGIES AND TA CTICS 20 7
An Introduction 207
Team Personnel Selection Criteria 205
Team Personnel Negotiating Functions 222
CHAPTER SIX
NEGOTIATION DOCUMENTS 243
An Overview 243
Confidential Documents 246
Shared Documents 251
A Last Word 262
AN EPILOGUE 265
BIBLIOGRAPHY 269
AUTHOR S BIOGRAPHICAL SKETCH 287
INDEX 289
|
| adam_txt |
INTERNATIONAL DEVELOPMENT LAW INSTITUTE
NEGOTIATING FOR
INTERNATIONAL
DEVELOPMENT
A PRACTITIONER'S HANDBOOK
Russell B Sunshine
MARTINUS NIJHOFF PUBLISHERS
DORDRECHT / BOSTON / LONDON
Vll
NEGOTIATING FOR INTERNATIONAL
DEVELOPMENT
A Practitioner's Handbook
SUMMARY TABLE OF CONTENTS
Page
SPONSOR'S PREFACE
L Michael Hager, Director,
International Development Law Institute xi
AUTHOR'S PREFACE
Russell B Sunshine xiii
FOREWORD
Hon Fiorentino P Feliciano, Justice,
Supreme Court of the Philippines xix
CHAPTER ONE
PLACING NEGOTIATION IN ITS INTERNATIONAL
DEVELOPMENT CONTEXT 3
Settings and Scenarios: Subjects,
Parties and Functions of International
Development Negotiations 4
Why and How International Development
Negotiating Differs from Negotiating
in a Domestic Context 14
Special Skill Demands Imposed on
Negotiators by the International
Development Context 18
Vlll
CHAPTER TWO
THE IMPACT OF CULTURE ON NEGOTIATING
BEHAVIOR 25
Some General Principles 25
Some Illustrative Negotiating Styles 33
How to Negotiate Cross-Culturally 59
CHAPTER THREE
EFFECTIVE PREPARATION FOR NEGOTIATIONS 93
Why Preparation is an International
Development Negotiator's Single Most
Important Responsibility 93
A Systematic Approach to Effective
Preparation 97
An Illustrative Case Study 121
CHAPTER FOUR
EFFECTIVE CONDUCT OF NEGOTIATIONS:
INDIVIDUAL STRATEGIES AND TACTICS 145
An Introduction and Some General
Principles 145
Role Models: Some Shared
Characteristics and Techniques
of Successful Individual Negotiators 148
Dealing with Perceived Imbalances in
Negotiators' and Parties' Relative
Status and Power 151
Crucial Communication Skills 162
Time and Place 178
Defending Against Dirty Tricks 196
I X
CHAPTER FIVE
EFFECTIVE CONDUCT OF NEGOTIATIONS:
TEAM STRA TEGIES AND TA CTICS 20 7
An Introduction 207
Team Personnel Selection Criteria 205
Team Personnel Negotiating Functions 222
CHAPTER SIX
NEGOTIATION DOCUMENTS 243
An Overview 243
Confidential Documents 246
Shared Documents 251
A Last Word 262
AN EPILOGUE 265
BIBLIOGRAPHY 269
AUTHOR'S BIOGRAPHICAL SKETCH 287
INDEX 289 |
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| discipline_str_mv | Wirtschaftswissenschaften |
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| isbn | 0792306368 |
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| spelling | Sunshine, Russell B. Verfasser aut Negotiating for international development a practitioner's handbook Russell B. Sunshine Dordrecht [u.a.] Nijhoff 1990 XXIX, 294 S. txt rdacontent n rdamedia nc rdacarrier International cooperation Développement économique - Guides, manuels, etc Economische ontwikkeling gtt Négociations - Guides, manuels, etc Onderhandelen gtt Entwicklungsländer Wirtschaftsentwicklung Wirtschaftspolitik Economic development Handbooks, manuals, etc Negotiation Handbooks, manuals, etc Pays en voie de développement - Politique économique - Guides, manuels, etc Developing countries Economic policy Handbooks, manuals, etc HEBIS Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016135916&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Sunshine, Russell B. Negotiating for international development a practitioner's handbook International cooperation Développement économique - Guides, manuels, etc Economische ontwikkeling gtt Négociations - Guides, manuels, etc Onderhandelen gtt Entwicklungsländer Wirtschaftsentwicklung Wirtschaftspolitik Economic development Handbooks, manuals, etc Negotiation Handbooks, manuals, etc |
| title | Negotiating for international development a practitioner's handbook |
| title_auth | Negotiating for international development a practitioner's handbook |
| title_exact_search | Negotiating for international development a practitioner's handbook |
| title_exact_search_txtP | Negotiating for international development a practitioner's handbook |
| title_full | Negotiating for international development a practitioner's handbook Russell B. Sunshine |
| title_fullStr | Negotiating for international development a practitioner's handbook Russell B. Sunshine |
| title_full_unstemmed | Negotiating for international development a practitioner's handbook Russell B. Sunshine |
| title_short | Negotiating for international development |
| title_sort | negotiating for international development a practitioner s handbook |
| title_sub | a practitioner's handbook |
| topic | International cooperation Développement économique - Guides, manuels, etc Economische ontwikkeling gtt Négociations - Guides, manuels, etc Onderhandelen gtt Entwicklungsländer Wirtschaftsentwicklung Wirtschaftspolitik Economic development Handbooks, manuals, etc Negotiation Handbooks, manuals, etc |
| topic_facet | International cooperation Développement économique - Guides, manuels, etc Economische ontwikkeling Négociations - Guides, manuels, etc Onderhandelen Entwicklungsländer Wirtschaftsentwicklung Wirtschaftspolitik Economic development Handbooks, manuals, etc Negotiation Handbooks, manuals, etc Pays en voie de développement - Politique économique - Guides, manuels, etc Developing countries Economic policy Handbooks, manuals, etc |
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