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Essentials of Negotiation

ISBN-10: 0073530360
ISBN-13: 9780073530369
Edition: 5th 2011
List price: $99.99 Buy it from $60.95
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Description: Essentials of Negotiation, 4/e is a short paperback derivative from the main text, Negotiation, 5/e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group  More...

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Book details

List price: $99.99
Edition: 5th
Copyright year: 2011
Publisher: McGraw-Hill Education
Publication date: 3/1/2010
Binding: Paperback
Pages: 304
Size: 7.50" wide x 9.25" long x 0.50" tall
Weight: 2.002
Language: English

Essentials of Negotiation, 4/e is a short paperback derivative from the main text, Negotiation, 5/e. 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.

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

- 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

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