000			03486cam a2200409Ii 4500
001			BRILL9789004233911
003			nllekb
005			20260610104910.0
007			cr un uuuua
008			120625s2012 ne s 000 0 eng d
020			_a9789004233911 _q(electronic book)
020			_z9789004233904 _q(print)
024	7		_a10.1163/9789004233911 _2DOI
035			_a(OCoLC)796384442
040			_aNL-LeKB _cNL-LeKB _erda
050		4	_aBF637.N4 _bS2313 2012
072		7	_aJPS _2bicssc
072		7	_aPOL _x011000 _2bisacsh
082	0	4	_a302.3
100	1		_aSaner, Raymond.
245	1	4	_aThe Expert Negotiator.
250			_a4th rev. ed.
264		1	_aLeiden : _bBRILL, _c2012.
300			_a1 online resource (290 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _2rdacarrier
500			_aDescription based upon print version of record.
505	0	0	_aPreliminary Material -- 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 -- Bibliography -- List of related books -- Index.
506			_aAvailable to subscribing member institutions only.
520			_aSuccess in negotiation is not a matter of chance, but the result of careful planning and specialized skills. Some of these skills are inborn, others need to be learnt. In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that twothirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task. 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.
655		0	_aElectronic books.
776	0	8	_iPrint version: _aSaner, Raymond _tExpert Negotiator, 4th revised Edition _dLeiden : BRILL,c2012 _z9789004233904
830		0	_aInternational Law E-Books Online, Collection 2012, ISBN: 9789004223271.
856	4		_zDOI: _uhttp://dx.doi.org/10.1163/9789004233911
999			_c17037 _d17037