Essentials of Negotiation / Edition 5 by Roy Lewicki, Bruce Barry, David Saunders | | 9780073530369 | Paperback | Barnes & Noble
Essentials of Negotiation / Edition 5

Essentials of Negotiation / Edition 5

4.3 4
by Roy Lewicki, Bruce Barry, David Saunders
     
 

ISBN-10: 0073530360

ISBN-13: 9780073530369

Pub. Date: 02/28/2010

Publisher: McGraw-Hill Education

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

Overview

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.

Product Details

ISBN-13:
9780073530369
Publisher:
McGraw-Hill Education
Publication date:
02/28/2010
Edition description:
Older Edition
Pages:
304
Sales rank:
310,835
Product dimensions:
7.20(w) x 9.00(h) x 0.60(d)

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: Strategy and Planning

Chapter 5 – Perception, Cognition, and Emotion

Chapter 6 – Communication

Chapter 7 – Finding and Using Negotiation Power

Chapter 8 – Ethics in Negotiation

Chapter 9 – Relationships in Negotiation

Chapter 10 – Multiple Parties and Teams

Chapter 11 – International and Cross-Cultural Negotiation

Chapter 12 – Best Practices in Negotiations


Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >