The Practical Negotiator

by I. William Zartman

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 0300030975
• ISBN13: 9780300030976
• Release Date: September 1983
• Publisher: Yale University Press
• Length: 250 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.8" x 5.5" x 8.2"