Negotiating for International Development : A Practitioner's Handbook / Russell B. Sunshine.
Material type:
TextLanguage: English Series: International Law - Book Archive pre-2000Publisher: Leiden ; Boston : Brill | Nijhoff, 1990Copyright date: ©1990Description: 1 online resource (332 pages) : illustrationsContent type: - text
- computer
- online resource
- 9789004641204
- A Practitioner's Handbook
- 338.9/1/091724 23
- HC59.7
Includes bibliographical references and index.
Front Matter -- Preliminary Material / Russell B. Sunshine -- Sponsor’s Preface / L. Michael Hager -- Author’s Preface / Russell B. Sunshine -- Foreword / Fiorentino P. Feliciano -- Chapter One Placing Negotiation in its International Development Context / Russell B. Sunshine -- Chapter Two The Impact of Culture on Negotiating Behavior / Russell B. Sunshine -- Chapter Three Effective Preparation for Negotiations / Russell B. Sunshine -- Chapter Four Individual Strategies and Tactics for Conducting Negotiations / Russell B. Sunshine -- Chapter Five Team Strategies and Tactics for Conducting Negotiations / Russell B. Sunshine -- Chapter Six Negotiation Documents / Russell B. Sunshine -- Back Matter -- An Epilogue / Russell B. Sunshine -- Bibliography / Russell B. Sunshine -- Author’s Biographical Sketch / Russell B. Sunshine -- Index / Russell B. Sunshine.
English
Description based on print version record.
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