Beschreibung
Negotiation is the “great unknown” of human communication. When a baby
demands or refuses food, when an international peace conference decides on
the future of peoples and nations, everybody interacts with everybody.
Power and balance, methods and styles, often dictated by the negotiator’s
cultural background, influence the outcome. The aim is cooperation,
based on common interests. The way to get there quite often starts with
confrontation and includes the competition of ideas and
proposals.
The author, an experienced diplomat who supports his theories with
innumerable and often amusing anecdotes, shows politicians, business
people and students how to do it – and improve their skills.
