9789041114532

The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership

by
  • ISBN13:

    9789041114532

  • ISBN10:

    904111453X

  • Format: Hardcover
  • Copyright: 2000-10-01
  • Publisher: Wolters Kluwer
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List Price: $61.25

Summary

Success 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.

Table of Contents

Foreword 9(4)
The theory and practice of negotiation
13(26)
Distributive bargaining
39(24)
Needs and motivation
63(16)
Integrative bargaining
79(24)
Strategy
103(26)
Tactics
129(18)
Phases and Rounds
147(16)
Negotiation Behaviour
163(14)
Leading a Delegation
177(12)
Interest Groups and the public
189(14)
Complex Negotiations
203(10)
Communication and perception
213(6)
Stress
219(12)
Cross-cultural factors
231(12)
Bibliography 243

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