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The Practical Negotiator by Zartman, I. William; Burman, Maureen
by Zartman, I. William; Burman, Maureen | PB | Good
US $5.69
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Located in: Aurora, Illinois, United States
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eBay item number:374112021650
Item specifics
- Condition
- Good
- Seller Notes
- Binding
- Paperback
- Weight
- 0 lbs
- Product Group
- Book
- IsTextBook
- Yes
- ISBN
- 9780300030976
- Publication Name
- Practical Negotiator
- Item Length
- 8.5in
- Publisher
- Yale University Press
- Publication Year
- 1983
- Type
- Textbook
- Format
- Trade Paperback
- Language
- English
- Item Height
- 0.8in
- Features
- Reprint
- Item Width
- 5.4in
- Item Weight
- 12.4 Oz
- Number of Pages
- 250 Pages
About this product
Product Information
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.
Product Identifiers
Publisher
Yale University Press
ISBN-10
0300030975
ISBN-13
9780300030976
eBay Product ID (ePID)
90963
Product Key Features
Publication Name
Practical Negotiator
Format
Trade Paperback
Language
English
Features
Reprint
Publication Year
1983
Type
Textbook
Number of Pages
250 Pages
Dimensions
Item Length
8.5in
Item Height
0.8in
Item Width
5.4in
Item Weight
12.4 Oz
Additional Product Features
Edition Description
Reprint
Copyright Date
1982
Topic
Communication Studies, International Relations / General, International
Lccn
81-040435
Dewey Decimal
327.2
Intended Audience
Scholarly & Professional
Dewey Edition
21
Illustrated
Yes
Genre
Law, Language Arts & Disciplines, Political Science
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:374112021650
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