000			03568cam a2200469 i 4500
001			BRILL9789047440444
003			nllekb
005			20260610104940.0
007			cr un uuuua
008			080206s2008 ne a sb 001 0 eng
010			_a 2008005756
020			_a9789047440444 _q(electronic book)
020			_z9789004165021 _q(print)
024	7		_a10.1163/ej.9789004165021.1-292 _2DOI
035			_a(OCoLC)192042272
040			_aNL-LeKB _cNL-LeKB _erda
041	1		_aeng _hger
050		4	_aBF637.N4 _bS2313 2008
082	0	4	_a302.3 _222
100	1		_aSaner, Raymond.
240	1	0	_aVerhandlungstechnik. _lEnglish
245	1	4	_aThe expert negotiator : _bstrategy, tactics, motivation, behaviour, leadership / _cRaymond Saner.
250			_a3rd ed.
264		1	_aLeiden ; _aBoston : _bMartinus Nijhoff Publishers.
264		4	_cc2008.
300			_a1 online resource.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _2rdacarrier
490	0		_aNijhoff eBook titles 2008
504			_aIncludes bibliographical references (p. 267-284) and index.
505	0	0	_aPreliminary Material -- 1 The Theory and Practiceof Negotiation -- 2 Distributive Bargaining -- 3 Needs and Motivation -- 4 Integrative Bargaining -- 5 Strategy -- 6 Tactics -- 7 Phases and Rounds -- 8 Negotiation Behaviour -- 9 Leading a Delegation -- 10 Interest Groups and the Public -- 11 Complex Negotiations -- 12 Communication and Perception -- 13 Stress -- 14 Cross-cultural Factors -- Bibliography -- List of Related Booksby the Same Author -- Index.
506			_aAvailable to subscribing member institutions only.
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."--BOOK JACKET.
650		4	_aNegociación.
650		0	_aNegotiation.
776	0		_tExpert negotiator _z9789004165021 (pbk. : alk. paper) _z9004165029 (pbk. : alk. paper)
830		0	_aInternational Law E-Books Online, Collection 2008, ISBN: 9789004222960.
856	4		_zDOI: _uhttp://dx.doi.org/10.1163/ej.9789004165021.1-292
994			_aC0 _bNEIDC
999			_c18789 _d18789