دانلود کتاب The expert negotiator : strategy, tactics, motivation, behaviour, leadership

فهرست مطالب :

The Expert Negotiator......Page 2
Table of Contents......Page 6
Foreword to first edition......Page 7
Foreword to second edition......Page 11
Foreword to third edition......Page 13
Foreword to fourth edition......Page 15
1 The theory and practiceof negotiation......Page 16
2 Distributive bargaining......Page 44
3 Needs and motivation......Page 67
4 Integrative bargaining......Page 83
5 Strategy......Page 107
6 Tactics......Page 133
7 Phases and rounds......Page 152
8 Negotiation behaviour......Page 168
9 Leading a delegation......Page 181
10 Interest groupsand the public......Page 193
11 Complex negotiations......Page 213
12 Communication andperception......Page 239
13 Stress......Page 244
14 Cross-cultural factors......Page 255
Bibliography......Page 267
List of related booksby the same author......Page 285
Index......Page 286