The Locator -- [(title = "negotiator")]

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Author:
Saner, Raymond.
Title:
The expert negotiator / Raymond Saner.
Edition:
4th rev. ed.
Publisher:
Martinus Nijhoff Publishers,
Copyright Date:
c2012
Description:
299 p. : ill. ; 24 cm.
Subject:
Negotiation.
Other Titles:
Verhandlungstechnik. English.
Notes:
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.
ISBN:
9789004233904
9004233903
OCLC:
(OCoLC)805055709
Locations:
USUX851 -- Iowa State University - Parks Library (Ames)
UNUX074 -- University of Northern Iowa - Rod Library (Cedar Falls)
PRAX771 -- Cowles Library (Des Moines)
OVUX522 -- University of Iowa Libraries (Iowa City)

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