Verhandlungstechnik

by Raymond Saner

"In this book the social scientist and economist Professor Dr. Raymond Saner draws upon his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable." "Without sacrificing scientific accuracy, Professor Saner offers a highly readable and fascinating guide to the subject. In so doing, he does not limit himself to the over-simplified tips generally put out on successful bargaining in every imaginable situation. Rather, he treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves." "The aim of this approach is to reveal the essence of negotiation through the experience of both the author and the reader. Such an understanding of the processes involved in negotiation is of far greater practical value than a mere collection of recipes with no d