The art of international negotiation can be learned, according to William Zartman and Maureen Berman. Their purpose in this book is to teach aspiring diplomas and others how to negotiate most effectively. Drawing on a wide range of sources?historical material from past negotiations, interviews with experienced negotiators, the theories and ideas of other students of the problem, and findings on bargaining behavior from experiments and stimulations?they introduce their own scheme of organization to clarify the nature of negotiation.
They portray negotiation as a three-stage process involving prenegotiation, developing a formula, and working out details, and they provide insights into the appropriate behaviors for each phase. Their examples from several dozen postwar negotiations, based on the reflections of seventy participants interviewed for this study, are particularly vivid and illuminating. Viewing negotiation as a paradoxical process in which both conflict and cooperation are required, Zartman and Berman present a more positive and constructive model than previous studies have done. Their major prescription?that negotiators try to find agreement on a formula before turning to matters of detail?clearly facilitates the framing of joint decisions among opposing parties.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
Spese di spedizione:
EUR 2,47
In U.S.A.
Descrizione libro Condizione: New. Codice articolo 656007-n
Descrizione libro PAP. Condizione: New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice articolo L0-9780300030976
Descrizione libro Paperback. Condizione: new. New. Fast Shipping and good customer service. Codice articolo Holz_New_0300030975
Descrizione libro Condizione: New. Book is in NEW condition. Codice articolo 0300030975-2-1
Descrizione libro Condizione: New. New! This book is in the same immaculate condition as when it was published. Codice articolo 353-0300030975-new
Descrizione libro Condizione: new. Codice articolo FrontCover0300030975
Descrizione libro Paperback. Condizione: new. New. Codice articolo Wizard0300030975
Descrizione libro Paperback. Condizione: new. Buy for Great customer experience. Codice articolo GoldenDragon0300030975
Descrizione libro Condizione: New. PRINT ON DEMAND Book; New; Fast Shipping from the UK. No. book. Codice articolo ria9780300030976_lsuk
Descrizione libro Paperback / softback. Condizione: New. This item is printed on demand. New copy - Usually dispatched within 5-9 working days. Codice articolo C9780300030976