The expert negotiator :: strategy, tactics, motivation, behaviour, leadership /
"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 scien...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English German |
| Veröffentlicht: |
Leiden ; Boston :
Martinus Nijhoff Publishers,
©2008.
|
| Ausgabe: | 3rd ed. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | "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 resource (291 pages) : illustrations |
| Bibliographie: | Includes bibliographical references (pages 267-284) and index. |
| ISBN: | 9789047440444 9047440447 1282398032 9781282398030 9786612398032 6612398035 |
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| 245 | 1 | 4 | |a The expert negotiator : |b strategy, tactics, motivation, behaviour, leadership / |c Raymond Saner. |
| 250 | |a 3rd ed. | ||
| 260 | |a Leiden ; |a Boston : |b Martinus Nijhoff Publishers, |c ©2008. | ||
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| 505 | 0 | |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. | |
| 520 | 1 | |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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| contents | 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. |
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| discipline | Soziologie |
| edition | 3rd ed. |
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| indexdate | 2024-11-27T13:17:04Z |
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| record_format | marc |
| spelling | Saner, Raymond. Verhandlungstechnik. English The expert negotiator : strategy, tactics, motivation, behaviour, leadership / Raymond Saner. 3rd ed. Leiden ; Boston : Martinus Nijhoff Publishers, ©2008. 1 online resource (291 pages) : illustrations text txt rdacontent computer c rdamedia online resource 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. Print version record. Translation of : Verhandlungstechnik. Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations. negotiating. aat negotiation. aat BUSINESS & ECONOMICS Negotiating. bisacsh FAMILY & RELATIONSHIPS Interpersonal Relations. bisacsh Negotiation fast Verhandlung gnd http://d-nb.info/gnd/4062875-9 has work: The expert negotiator (Text) https://id.oclc.org/worldcat/entity/E39PCXDxVdGtyV8Y6RjthH9p4C https://id.oclc.org/worldcat/ontology/hasWork Print version: Saner, Raymond. Verhandlungstechnik. English. Expert negotiator. 3rd ed. Leiden ; Boston : Martinus Nijhoff Publishers, ©2008 9789004165021 (DLC) 2008005756 (OCoLC)192042272 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=308464 Volltext |
| spellingShingle | Saner, Raymond The expert negotiator : strategy, tactics, motivation, behaviour, leadership / 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. Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations. negotiating. aat negotiation. aat BUSINESS & ECONOMICS Negotiating. bisacsh FAMILY & RELATIONSHIPS Interpersonal Relations. bisacsh Negotiation fast Verhandlung gnd http://d-nb.info/gnd/4062875-9 |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85090650 http://d-nb.info/gnd/4062875-9 |
| 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 | expert negotiator strategy tactics motivation behaviour leadership |
| title_sub | strategy, tactics, motivation, behaviour, leadership / |
| topic | Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations. negotiating. aat negotiation. aat BUSINESS & ECONOMICS Negotiating. bisacsh FAMILY & RELATIONSHIPS Interpersonal Relations. bisacsh Negotiation fast Verhandlung gnd http://d-nb.info/gnd/4062875-9 |
| topic_facet | Negotiation. Négociations. negotiating. negotiation. BUSINESS & ECONOMICS Negotiating. FAMILY & RELATIONSHIPS Interpersonal Relations. Negotiation Verhandlung |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=308464 |
| work_keys_str_mv | AT sanerraymond verhandlungstechnik AT sanerraymond theexpertnegotiatorstrategytacticsmotivationbehaviourleadership AT sanerraymond expertnegotiatorstrategytacticsmotivationbehaviourleadership |