The art of negotiating : psychological strategies for gaining advantageous bargains

Title
  1. The art of negotiating : psychological strategies for gaining advantageous bargains / Gerard I. Nierenberg.
Published by
  1. New York : Hawthorn Books, ©1968.
Author
  1. Nierenberg, Gerard I.

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StatusFormatAccessCall numberItem location
StatusFormatTextAccessUse in libraryCall numberBF637.N4 N5 1968Item locationOff-site

Details

Description
  1. 195 pages; 24 cm
Subject
  1. Negotiation
  2. Personnel management
  3. Personnel Management
  4. Negotiating
  5. Personnel management
  6. Negotiation
  7. Verhandlungsführung
  8. Verhandlungstechnik
Contents
  1. On negotiating -- The cooperative process -- People -- Preparing for negotiation -- Hidden assumptions -- What motivates us? -- The need theory of negotiation -- How to recognize needs -- Negotiating techniques -- Life illustrations -- Success.
Owning institution
  1. Princeton University Library
Note
  1. Combined with the author's Creative business negotiating to form a rev. and expanded ed. published in 1973 under title: Fundamentals of negotiating.