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The Expert Negotiator
The Expert
Negotiator
Second Edition
Raymond Saner
Strategy
Tactics
Motivation
Behaviour
Leadership
MARTINUS NIJHOFF PUBLISHERS
LEIDEN/BOSTON
A C.I.P. Catalogue record for this book is available from the Library of Congress.
ISBN 90-04-14303-3 (PB)
© Copyright 2005 by Koninklijke Brill NV, Leiden, The Netherlands
Koninklijke Brill NV incorporates the imprints Brill Academic Publishers, Martinus Nijhoff
Publishers and VSP.
http://www.brill.nl
Printed on acid-free paper
All rights reserved. No part of this publication may be reproduced, stored in a retrieval
system, or transmitted in any form or by any means, electronic, mechanical, photo-
copying, microfilming, recording or otherwise, without written permission from the
Publisher.
Authorization to photocopy items for internal or personal use is granted by Brill
Academic Publishers provided that the appropriate fees are paid directly to The
Copyright Clearance Center, 222 Rosewood Drive, Suite 910, Danvers MA 01923, USA.
Fees are subject to change.
About the author
Dr Raymond Saner has 20 years of experience as a trainer and consultant
in the fields of globalization, leadership development and international
negotiations with multinational companies, governments and interna-
tional institutions.
He has worked as a consultant to the United Nations and its special-
ized agencies and other intergovernmental organizations as well as for
multinational companies and enterprises in developing and transition
economies.
Dr Saner also teaches at the Centre of Economics and Business
Administration at the University of Basle, Switzerland, and conducts
negotiation seminars for management executives and diplomats in,
Beijing, Berne, Bonn/Berlin, Brussels, The Hague, Frankfurt, Geneva,
Hong Kong, Jakarta, Kuala Lumpur, Madrid, Manila, New York, Paris,
Rome and Taipei. He has published extensively on the topics of interna-
tional negotiations, human resources development & training, and glob-
al leadership.
Dr Saner’s academic record includes graduate studies in Switzerland,
Germany and the USA. He has lived for many years in France, Germany,
the USA, Taiwan, Hong Kong and his native Switzerland and has
authored numerous articles, and books, chaired international confer-
ences and served on committees of academic organizations. He is an
active member of the Academy of Management, the International
Institute of Administrative Sciences and the Society for the Advancement
of Socio-economics.
Dr Saner is President and Partner of Organisational Consultants Ltd.,
a consulting firm specializing in international management, organization
development and business diplomacy. He is also a Director of the Centre
for Socio-Eco-Nomic Development in Geneva, Switzerland focusing on
socio-economic research and reform in the public sector.

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