THE ART OF NEGOTIATING : Psychological Strategies for Gaining Advantageous Bargains
by Nierenberg, Gerard I
- New
- Hardcover
- first
- Condition
- New/None as Issued
- Seller
-
Berkeley, California, United States
Payment Methods Accepted
About This Item
New York, NY: Hawthorn Books, 1968. First Edition, 7th Printing . Hardcover. New/None as Issued. NEW COPY w/trace wear to upper front edge of dustjacket. Lawyer, author & founder of The Negotiation Institute, Gerard Irwin Nierenberg (1923 - 2012) defined a successful negotiation as being that in which all parties win. This classic work argues that negotiation is a skill, not an inherited talent. The book is therefore a handbook to advance one's negotiation skill level. Text in 11 chapters: I, On Negotiating; II, The Cooperative Process; II, People; IV, Preparing for Negotiation; V, Hidden Assumptions; VI, What Motivates Us?; VII, The Need Theory of Negotiation; VIII, How to Recognize Needs; IX, Negotiating Techniques: X, Life Illustrations; and XI, Success.
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Details
- Bookseller
- 100 POCKETS (US)
- Bookseller's Inventory #
- 014293
- Title
- THE ART OF NEGOTIATING : Psychological Strategies for Gaining Advantageous Bargains
- Author
- Nierenberg, Gerard I
- Format/Binding
- Hardcover
- Book Condition
- New New
- Jacket Condition
- None as Issued
- Quantity Available
- 1
- Edition
- First Edition, 7th Printing
- Publisher
- Hawthorn Books
- Place of Publication
- New York, NY
- Date Published
- 1968
- Keywords
- Communication/Negotiation/Conflict Resolutions
- Bookseller catalogs
- How-to; Philosophy;
Terms of Sale
100 POCKETS
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About the Seller
Glossary
Some terminology that may be used in this description includes:
- First Edition
- In book collecting, the first edition is the earliest published form of a book. A book may have more than one first edition in...