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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Bibliographic Details

Title

THE ART OF NEGOTIATING : Psychological Strategies for Gaining Advantageous Bargains

Publisher

Hawthorn Books, New York, NY

Publication Date

1968

Binding

Hardcover

Edition

First Edition, 7th Printing

Condition

New

Dust Jacket Condition

None as Issued

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Philosophy

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100POCKETS
CA, U.S.A.

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