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The Practical Negotiator by Zartman, I. William; Burman, Maureen

by Zartman, I. William; Burman, Maureen | PB | Good
Condition:
Good
“Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, ”... Read moreabout condition
2 available / 2 sold
Price:
US $5.69
ApproximatelyRM 26.77
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Last updated on Apr 11, 2024 09:27:10 MYTView all revisionsView all revisions

Item specifics

Condition
Good
A book that has been read but is in good condition. Very minimal damage to the cover including scuff marks, but no holes or tears. The dust jacket for hard covers may not be included. Binding has minimal wear. The majority of pages are undamaged with minimal creasing or tearing, minimal pencil underlining of text, no highlighting of text, no writing in margins. No missing pages. See all condition definitionsopens in a new window or tab
Seller Notes
“Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, ...
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
Author
I. William Zartman, Maureen R. Berman
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

Author
I. William Zartman, Maureen R. Berman
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

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