01050cam1-22003611i-450-99000325593040332120111117133512.0000325593FED01000325593(Aleph)000325593FED0100032559320030910d1983----km-y0itay50------baitaITa-------001yy<<L'>>Antartidenotizie geografiche, economiche, naturalistichea cura di Ardito DesioTorinoUTET1983XVI, 248 p.ill.24 cm1 c. geogr. ripieg.Memorie della Società geografica italiana34Resto del MondoAntartideViaggi e esplorazioni043.090919.8Desio,Ardito<1897-2001>ITUNINARICAUNIMARCBK990003255930403321043.090.DES800DECGECons.1 MSGI(034)I.G.405AILFGEDECGEILFGEAntartide449761UNINA01145nam2-2200385---450-99000172427020331620051115103745.0000172427USA01000172427(ALEPH)000172427USA0100017242720040603d1968----km-y0itay0103----bagrcIT||||||||001yy<<2.>> : Archilochusfragmenta edidit, veterum testimonia collegit Iohannes TarditiRomain Aedibus athenaei1968VIII, 298 p.21 cmFront. anche in italiano001000172422Lyricorum Graecorum quae exstant2001001-------2001884ARCHILOCHUS386429TARDITI,GiovanniITsalbcISBD990001724270203316V.1.A. 468(VIII A Coll 24/2)48195 L.M.VIII A CollBKUMASIAV51020040603USA011719SIAV51020040603USA011722COPAT39020051115USA011037Archilochus946804UNISA03946nam 22006975 450 991033782330332120200702113641.03-030-12866-010.1007/978-3-030-12866-1(CKB)4100000008424485(MiAaPQ)EBC5789659(DE-He213)978-3-030-12866-1(PPN)258875526(EXLCZ)99410000000842448520190614d2019 u| 0engurcnu||||||||txtrdacontentcrdamediacrrdacarrierThe Essentials of Contract Negotiation /by Stefanie Jung, Peter Krebs1st ed. 2019.Cham :Springer International Publishing :Imprint: Springer,2019.1 online resource (250 pages)3-030-12865-2 List of Abbreviaations -- List of Figures -- 1. Introduction and Instructions for Use -- 2. Preparation and Negogiation Process -- 3. Alphabetical List of Key Notions -- Cultural DIfferences in Negogiations - an Overview on the US, China and Germany -- Topic Lists, Bibliography, Index.This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.Law—PhilosophyLawPsychologyCommercial lawMediationDispute resolution (Law)Conflict managementCivil lawFundamentals of Lawhttps://scigraph.springernature.com/ontologies/product-market-codes/R11003Law and Psychologyhttps://scigraph.springernature.com/ontologies/product-market-codes/Y34000Business Lawhttps://scigraph.springernature.com/ontologies/product-market-codes/529000Dispute Resolution, Mediation, Arbitrationhttps://scigraph.springernature.com/ontologies/product-market-codes/R22000Civil Lawhttps://scigraph.springernature.com/ontologies/product-market-codes/R1200XLaw—Philosophy.Law.Psychology.Commercial law.Mediation.Dispute resolution (Law).Conflict management.Civil law.Fundamentals of Law.Law and Psychology.Business Law.Dispute Resolution, Mediation, Arbitration.Civil Law.346.02658.4058Jung Stefanieauthttp://id.loc.gov/vocabulary/relators/aut1064792Krebs Peterauthttp://id.loc.gov/vocabulary/relators/autBOOK9910337823303321The Essentials of Contract Negotiation2540740UNINA