The expert negotiator: strategy, tactics, motivation, behaviour, leadership
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Leiden
Martinus Nijhoff Publishers
© 2008
|
| Ausgabe: | 3rd ed |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | Includes bibliographical references (pages 267-284) and index 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 "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."--Jacket |
| Beschreibung: | 1 Online-Ressource (291 pages) |
| ISBN: | 9789047440444 9047440447 |
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| 500 | |a Includes bibliographical references (pages 267-284) and index | ||
| 500 | |a 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 | ||
| 500 | |a "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."--Jacket | ||
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Datensatz im Suchindex
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|---|---|
| any_adam_object | |
| author | Saner, Raymond 1947- |
| author_GND | (DE-588)115535128 |
| author_facet | Saner, Raymond 1947- |
| author_role | aut |
| author_sort | Saner, Raymond 1947- |
| author_variant | r s rs |
| building | Verbundindex |
| bvnumber | BV042962566 |
| collection | ZDB-4-EBA ZDB-4-EBU |
| ctrlnum | (OCoLC)593231651 (DE-599)BVBBV042962566 |
| dewey-full | 302.3 |
| dewey-hundreds | 300 - Social sciences |
| dewey-ones | 302 - Social interaction |
| dewey-raw | 302.3 |
| dewey-search | 302.3 |
| dewey-sort | 3302.3 |
| dewey-tens | 300 - Social sciences |
| discipline | Soziologie |
| edition | 3rd ed |
| format | Electronic eBook |
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| spelling | Saner, Raymond 1947- Verfasser (DE-588)115535128 aut Verhandlungstechnik The expert negotiator strategy, tactics, motivation, behaviour, leadership Raymond Saner 3rd ed Leiden Martinus Nijhoff Publishers © 2008 1 Online-Ressource (291 pages) txt rdacontent c rdamedia cr rdacarrier Includes bibliographical references (pages 267-284) and index 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 "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."--Jacket Negociación BUSINESS & ECONOMICS / Negotiating bisacsh FAMILY & RELATIONSHIPS / Interpersonal Relations bisacsh Negotiation fast Wirtschaft Negotiation Verhandlung (DE-588)4062875-9 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf 1\p (DE-588)4048476-2 Ratgeber gnd-content Verhandlung (DE-588)4062875-9 s Verhandlungstechnik (DE-588)4134584-8 s 2\p DE-604 Erscheint auch als Druck-Ausgabe, Paperback 978-90-04-16502-1 Erscheint auch als Druck-Ausgabe, Paperback 90-04-16502-9 http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=308464 Aggregator Volltext 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Saner, Raymond 1947- The expert negotiator strategy, tactics, motivation, behaviour, leadership Negociación BUSINESS & ECONOMICS / Negotiating bisacsh FAMILY & RELATIONSHIPS / Interpersonal Relations bisacsh Negotiation fast Wirtschaft Negotiation Verhandlung (DE-588)4062875-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd |
| subject_GND | (DE-588)4062875-9 (DE-588)4134584-8 (DE-588)4048476-2 |
| title | The expert negotiator strategy, tactics, motivation, behaviour, leadership |
| title_alt | Verhandlungstechnik |
| title_auth | The expert negotiator strategy, tactics, motivation, behaviour, leadership |
| title_exact_search | The expert negotiator strategy, tactics, motivation, behaviour, leadership |
| title_full | The expert negotiator strategy, tactics, motivation, behaviour, leadership Raymond Saner |
| title_fullStr | The expert negotiator strategy, tactics, motivation, behaviour, leadership Raymond Saner |
| title_full_unstemmed | The expert negotiator strategy, tactics, motivation, behaviour, leadership Raymond Saner |
| title_short | The expert negotiator |
| title_sort | the expert negotiator strategy tactics motivation behaviour leadership |
| title_sub | strategy, tactics, motivation, behaviour, leadership |
| topic | Negociación BUSINESS & ECONOMICS / Negotiating bisacsh FAMILY & RELATIONSHIPS / Interpersonal Relations bisacsh Negotiation fast Wirtschaft Negotiation Verhandlung (DE-588)4062875-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd |
| topic_facet | Negociación BUSINESS & ECONOMICS / Negotiating FAMILY & RELATIONSHIPS / Interpersonal Relations Negotiation Wirtschaft Verhandlung Verhandlungstechnik Ratgeber |
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