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Author Saner, Raymond.
Uniform Title Verhandlungstechnik. English
Title The expert negotiator [electronic resource] : strategy, tactics, motivation, behaviour, leadership / Raymond Saner.
Publication Info. Leiden ; Boston : Martinus Nijhoff Publishers, c2012.
Edition 4th rev. ed.
Location Call No. Status Notes
 Libraries Electronic Books  ELECTRONIC BOOKS-DDA    AVAIL. ONLINE
Description 1 online resource.
Bibliography Includes bibliographical references (p. 275-292) and index.
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.
Reproduction Electronic reproduction. Perth, W.A. Available via World Wide Web.
Note Description based on print version record.
Subject Negotiation.
Added Author Ebooks Corporation
Related To Print version: Saner, Raymond. Verhandlungstechnik. English. Expert negotiator. 4th rev. ed. Leiden ; Boston : Martinus Nijhoff Publishers, c2012 9789004233904 (DLC) 2008005756
ISBN 9789004233911 (electronic bk.)
9004233911 (electronic bk.)
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