000			03716nam a22004338i 4500
001			BRILL9789004502765
003			nllekb
005			20260610105353.0
007			cr un uuuua
008			200716s2000 ne sb 001 0 eng d
020			_a9789004502765 _q(electronic book)
020			_a9789041114532 _q(print)
024	7		_a10.1163/9789004502765 _2DOI
035			_a(OCoLC)606407602
040			_aNL-LeKB _cNL-LeKB _erda
050		4	_aBF637.N4
072		7	_aJPS _2bicssc
072		7	_aPOL _x011000
082	0	4	_a302.3 _223
100	1		_aSaner, Raymond, _eauthor.
245	1	4	_aThe Expert Negotiator : _bStrategy, Tactics, Motivation, Behaviour and Leadership / _cRaymond Saner.
246	3		_aStrategy, Tactics, Motivation, Behaviour and Leadership
264		1	_aLeiden; _aBoston : _bBrill | Nijhoff, _c2000.
300			_a1 online resource.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _2rdacarrier
490	1		_aBrill Book Archive Part 1, ISBN: 9789004472495
504			_aIncludes bibliographical references and index.
505	0		_aForeword. -- 1. The theory and practice of 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.
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 psychologist and economist Dr Raymond Saner draws on his long years of experience as a negotiation trainer and university lecturer to show that two-thirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task. Without sacrificing scientific accuracy, Dr 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 the 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 and political 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. This work was originally published in German.
588			_aDescription based on print version record.
650		0	_aManagement techniques.
650		0	_aNegotiation.
776	0	8	_iPrint version: _tThe Expert Negotiator : Strategy, Tactics, Motivation, Behaviour and Leadership. _dLeiden ; Boston : Brill | Nijhoff, 2000 _z9789041114532 _w(OCoLC) 44768808
830		0	_aBrill Book Archive Part 1, ISBN: 9789004472495.
856	4		_zDOI: _uhttp://dx.doi.org/10.1163/9789004502765
999			_c33409 _d33409