The Expert Negotiator
3rd Edition
- Author: Raymond Saner
- Subjects: International Relations
- Publication Year : 2008
- DOI: 10.1163/ej.9789004165021.1-292
- E - ISBN : 9789047440444
- Collections: International Law E-Books Online, Collection 2008
- Price:
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Preliminary Material
- pp. 1–16 (16)
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1 The Theory and Practiceof Negotiation
- pp. 17–44 (28)
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2 Distributive Bargaining
- pp. 45–68 (24)
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3 Needs and Motivation
- pp. 69–84 (16)
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4 Integrative Bargaining
- pp. 85–108 (24)
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5 Strategy
- pp. 109–134 (26)
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7 Phases and Rounds
- pp. 155–170 (16)
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8 Negotiation Behaviour
- pp. 171–184 (14)
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9 Leading a Delegation
- pp. 185–196 (12)
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10 Interest Groups and the Public
- pp. 197–216 (20)
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11 Complex Negotiations
- pp. 217–236 (20)
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12 Communication and Perception
- pp. 237–242 (6)
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14 Cross-cultural Factors
- pp. 255–266 (12)
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Bibliography
- pp. 267–284 (18)
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List of Related Booksby the Same Author
- pp. 285–286 (2)
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