Fundamentals of Negotiating. The Essential Work on the Negotiating Process - Psychological Skills and Strategies That Will Assure Successful Bargaining Results in Business and Personal Negotiations - Now Two Volumes in One. Including Creative Business Neg

New York: Hawthorn Books. Very Good/Fair. 1973. Revised and Expanded Edition. Cloth. 8vo - over 7¾" - 9¾" Tall Octavo 0801528682 Hardback Hardcover. Fundamental of Negotiating. The Art of Negotiating Including Creative Business Negotiating. Wear and tear to edges of D/J. Price clipped to D/J. Contents: Preface. On Negotiating. The Cooperative Process. People.. Preparing For Negotiation. Assumptions. What Motivates Us? The Need Theory of Negotiation. The Use of Questions. How to Recognise Needs. Negotiating Techniques. Creative-Alternative Attitudes. Purchasing and Selling. Real Estate Negotiations. Deals and Negotiation. Corporate Negotiations. Labour Relations and Creative Alternatives. Law, Lawsuits, and Effective Negotiation. Success. Appendix: Life Illustrations. Homeostatic Needs. Safety and Security Needs. Love and Belonging Needs. Esteem Needs. Needs For Self-Actualization. Needs to Know and Understand. Esthetic Needs. Application. Bibliography. Index. 306 pp. (We carry a wide selection of titles in The Arts, Theology, History, Politics, Social and Physical Sciences. Academic and Scholarly books and Modern First Editions ,and all types of Educational Reference Literature.) .