Essentials of Negotiation

by RoyJLewicki (Author), Bruce Barry (Author), David M Saunders (Author)

• Used

  Paperback
  2010

  $4.19

  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. 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.

• Used

  Paperback
  2006

  $3.27

  Essentials of Negotiation, 4e is a short paperback derivative from the main text, Negotiation, 5e . 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.