Negotiation / Edition 2

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Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.

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Editorial Reviews

Dispute Resolution Journal
For those who want to master the art of negotiating, this book comes in handy. The concise descriptions of various tactics, presented in alphabetical order, constitute the heart of this book. They are easy to read and certainly helpful...
The First Edition
This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations—with precision and wit.
— Louis Kriesberg, Director, Program on the Analysis and Resolution of Conflicts, Syracuse University
The First Edition - Louis Kriesberg
This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations—with precision and wit.
David Dreier
Brevity is not the only form of wit in this exceptionally clear book. For the novice the book reveals what tactics are. For the experienced negotiator it reveals why the tactics work.
Jennie Lew Tugend
Producing films involves a lot of negotiating. Read this book five times instead of reading five different ones.
John Rogers
This book has ideas for resolving disputes at every level, from the family to the family of nations. The surprising thing is how useful it also is in cooperative situations.
Reggie Cook
Understanding the negotiating process is crucial to success in the international market place. Churchman unravels the complex web of negotiating to that even a novice can become an effective negotiator.
Churchman (behavioral science and negotiation and conflict management, California State U.) provides a barebones outline of the negotiation process and tactics, and the beginning of a theory. Useful as a textbook for a course or as a guide for people engaging in formal or informal negotiations in business, politics, or most any other sphere of life. No date is noted for the first edition. No index. Annotation c. Book News, Inc., Portland, OR (
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Product Details

  • ISBN-13: 9780819199478
  • Publisher: Rowman & Littlefield Publishing Group Inc
  • Publication date: 6/28/1995
  • Edition description: Second Edition
  • Edition number: 2
  • Pages: 102
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.24 (d)

Meet the Author

David Churchman is Professor and Chairman of Behavioral Science Graduate Program at California State University, Dominguez Hills.

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