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- Softcover
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Paperback. Condition: Fair. 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.…
- Hardcover
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- Softcover
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Paperback. Condition: Good. 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.…
Language: English
Published by Prentice Hall (a Pearson Education company), 1982
- Softcover
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.World of Books (was SecondSale)
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Paperback. Condition: Very Good. The classic manual for writing is now in its fourth edition. A new Foreword by Roger Angell reminds readers that the advice of Strunk and White is as valuable today as when it was first offered. A new glossary of the grammatical terms used in the book provides a convenient reference for readers.…
Language: English
Published by Prentice Hall (a Pearson Education company), 1982
- Softcover
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.World of Books (was SecondSale)
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Paperback. Condition: Good. The classic manual for writing is now in its fourth edition. A new Foreword by Roger Angell reminds readers that the advice of Strunk and White is as valuable today as when it was first offered. A new glossary of the grammatical terms used in the book provides a convenient reference for readers.…
Language: English
Published by Prentice Hall (a Pearson Education company), 1982
- Softcover
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.World of Books (was SecondSale)
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Paperback. Condition: Fair. The classic manual for writing is now in its fourth edition. A new Foreword by Roger Angell reminds readers that the advice of Strunk and White is as valuable today as when it was first offered. A new glossary of the grammatical terms used in the book provides a convenient reference for readers.…
- Softcover
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- Softcover
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Language: English
Published by G.P. Putnam's Sons, 2011
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Language: English
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Language: English
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Condition: very_good. Cover may have light wear, pages in very good condition and binding is sturdy; may have other light shelf wear or creases. May have notes or highlighting.
Language: English
Published by G.P. Putnam's Sons, 2017
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