Essentials of Negotiation

Paperback | November 15, 2010

byRoy Lewicki, Kevin Tasa, Bruce Barry

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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.

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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 removi...

Format:PaperbackDimensions:304 pages, 9.1 × 7.1 × 0.37 inPublished:November 15, 2010Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0070979960

ISBN - 13:9780070979963

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Extra Content

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