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How Germans negociate: logical goals, practical solutions

Author: Smyser, W. R. Publisher: United States Institute of Peace, 2003.Language: EnglishDescription: 246 p. ; 23 cm.ISBN: 1929223404Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print BF637 .N4 S69 2003
(Browse shelf)
Available 001265576
Total holds: 0

Includes bibliographical references and index


How Germans Negotiate Logical Goals, Practical Solutions Contents Foreword by Richard H. Salomon Preface ix xv Introduction: The Context 1. The Foundation: Geography, History, Philosophy, and Economics 2. The Principal Elements of a Negotiation with Germans 3. The German Negotiator: Personality and Tactics 4. German Business Negotiations 5. German Official Economic Negotiations 6. The Future of German Negotiating Behavior 7. How to Negotiate with Germans 3 11 57 99 133 165 185 197 Notes Index About the Author 215 227 247

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