(0) items

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Essentials of Negotiation,9780073530369
This item qualifies for

Your order must be $59 or more, you must select US Postal Service Shipping as your shipping preference, and the "Group my items into as few shipments as possible" option when you place your order.

Bulk sales, PO's, Marketplace Items, eBooks, Apparel, and DVDs not included.

Essentials of Negotiation



by ; ;
Pub. Date:
McGraw-Hill Education
List Price: $183.60

Rent Textbook


Buy Used Textbook

In Stock Usually Ships in 24 Hours.

Buy New Textbook

Usually Ships in 3-4 Business Days


We're Sorry
Not Available

More New and Used
from Private Sellers
Starting at $56.66

Questions About This Book?

Why should I rent this book?

Renting is easy, fast, and cheap! Renting from can save you hundreds of dollars compared to the cost of new or used books each semester. At the end of the semester, simply ship the book back to us with a free UPS shipping label! No need to worry about selling it back.

How do rental returns work?

Returning books is as easy as possible. As your rental due date approaches, we will email you several courtesy reminders. When you are ready to return, you can print a free UPS shipping label from our website at any time. Then, just return the book to your UPS driver or any staffed UPS location. You can even use the same box we shipped it in!

What version or edition is this?

This is the 5th edition with a publication date of 2/17/2010.

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
  • The Used copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included.
  • The Rental copy of this book is not guaranteed to include any supplemental materials. You may receive a brand new copy, but typically, only the book itself.

  • Essentials of Negotiation
    Essentials of Negotiation
  • Essentials of Negotiation
    Essentials of Negotiation
  • Essentials of Negotiation
    Essentials of Negotiation
  • Essentials of Negotiation
    Essentials of Negotiation

Customer Reviews

Good Book  May 26, 2011

"Essential of Negotiation" is the best general textbook dealing with negotiation. This is the starting point for digging into the study of Negotiations. Great coverage of the subject. No doubt it is a great investment for practitioners and academics. You will not regret!

Essentials of Negotiation: 5 out of 5 stars based on 1 user reviews.


Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It 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. It does provide an excellent introduction to the essentials of negotiations.

Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

"Essential of Negotiation" is the best general book dealing with negotiation. Great coverage of the subject.

Table of Contents

- The Nature of Negotiation
- Strategy and Tactics of Distributive Bargaining
- Strategy and Tactics of Integrative Negotiation
- Negotiation: Strategy and Planning
- Perception, Cognition, and Emotion
- Communication
- Finding and Using Negotiation Power
- Ethics in Negotiation
- Relationships in Negotiation
- Multiple Parties and Teams
- International and Cross-Cultural Negotiation
- Best Practices in Negotiations
Table of Contents provided by Publisher. All Rights Reserved.

Please wait while the item is added to your cart...