Research Catalog

The art of negotiating : psychological strategies for gaining advantageous bargains

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

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TextUse in library BF637.N4 N5 1968Off-site

Details

Description
195 pages; 24 cm
Subject
  • Negotiation
  • Personnel management
  • Personnel Management
  • Negotiating
  • Personnel management
  • Negotiation
  • Verhandlungsführung
  • Verhandlungstechnik
Note
  • Combined with the author's Creative business negotiating to form a rev. and expanded ed. published in 1973 under title: Fundamentals of negotiating.
Contents
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.
LCCN
68030720
OCLC
  • ocm00225392
  • 225392
  • SCSB-186594
Owning Institutions
Princeton University Library