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Medientyp:
Buch
Titel:
International negotiations
:
confrontation, competition, cooperation. With many intercultural facts and case studies
Enthält:
Introduction 13. - Chapter I - Basic Components 25. - Chapter II - Negotiating Structures 51. - Chapter III - Elementary strategies of bilateral negotiating 59. - Chapter IV - Multilateral negotiations - a task for the advanced 83. - Chapter V - Mediation and Crisis prevention 135. - Chapter VI - Positions, Structural Imbalances 145. - Chapter VII - Intercultural Components 157. - Chapter VIII - The five modes of Negotiating 175. - Chapter IX - Arguing styles 205. - Chapter X - Negotiator Typology, Line-up of Delegations 219