Essentials of Negotiation

by Bruce Barry, Kevin Tasa, Roy Lewicki

McGraw-Hill Education | November 15, 2010 | Trade Paperback

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Essentials of Negotiation explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution in a succinct format. For users of the US (comprehensive) text, 11 of the 20 chapters have been included here. Chapters are shortened by removing more "academic" material and some of the boxes. This effectively leaves the message and theories of negotiation intact. This lends itself to the Essentials text as it is a more concise version of the main text.

Format: Trade Paperback

Dimensions: 304 pages, 9.1 × 7.1 × 0.37 in

Published: November 15, 2010

Publisher: McGraw-Hill Education

Language: English

The following ISBNs are associated with this title:

ISBN - 10: 0070979960

ISBN - 13: 9780070979963

Found in: Negotiating

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– More About This Product –

Essentials of Negotiation

by Bruce Barry, Kevin Tasa, Roy Lewicki

Format: Trade Paperback

Dimensions: 304 pages, 9.1 × 7.1 × 0.37 in

Published: November 15, 2010

Publisher: McGraw-Hill Education

Language: English

The following ISBNs are associated with this title:

ISBN - 10: 0070979960

ISBN - 13: 9780070979963

Table of Contents

Chapter 1: The Nature of Negotiation

Chapter 2: Strategy and Tactics of Distributive Bargaining

Chapter 3: Strategy and Tactics of Integrative Negotiation

Chapter 4: Negotiation: Planning and Strategy

Chapter 5: Perception, Cognition, and Emotion

Chapter 6: Communications Process and Outcomes

Chapter 7: Negotiation Power and Persuasion

Chapter 8: Disputes and Third Party Help

Chapter 9: Ethics in Negotiation

Chapter 10: Multiparty and Team Negotiations

Chapter 11: International and Cross-Cultural Negotiation

Chapter 12: Best Practices in Negotiations

Endnotes

Bibliography

Index

From the Publisher

Essentials of Negotiation explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution in a succinct format. For users of the US (comprehensive) text, 11 of the 20 chapters have been included here. Chapters are shortened by removing more "academic" material and some of the boxes. This effectively leaves the message and theories of negotiation intact. This lends itself to the Essentials text as it is a more concise version of the main text.
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