Essentials of Negotiation
- Authors
- Barry, Bruce & Lewicki, Roy & Saunders, David
- Publisher
- The McGraw-Hill Companies
- Tags
- business
- ISBN
- 9780073102764
- Date
- 1996-08-01T00:00:00+00:00
- Size
- 1.36 MB
- Lang
- en
**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.