Essentials of Negotiation

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  • Edition: 5th
  • Format: Paperback
  • Copyright: 2010-02-17
  • Publisher: McGraw-Hill Education
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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.

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

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