| Edition |
Updated ed. |
| Description |
ix, 194 p. ; 23 cm. |
| Note |
Includes index. |
|
Rev. ed. of: The art of negotiating / Gerard I. Nierenberg. 1981. |
| Contents |
The fundamentals of negotiating : a starting point -- Basic human behavior : needs, patterns, and motivation -- The profile of a successful negotiator : talents and traits -- The preparation period : initial steps and possible approaches -- Effective negotiating techniques : from selecting strategies to side-stepping impasses and assumptions -- Different perspectives, same goals : the manager and the team -- How to read fellow negotiators : nonverbal clues and gender dynamics -- Additional considerations : misconceptions and self-assessments. |
| Subject |
Negotiation.
|
| Added Author |
Calero, Henry H.
|
|
Nierenberg, Gerard I.
Art of negotiating.
|
| ISBN |
9780757003059 |
|
0757003052 |
| Standard No. |
QBX a 08049299 |
|
NZ1 12838336 |
|
