Essentials of Negotiation

ISBN-10: 0073102768

ISBN-13: 9780073102764

Edition: 4th 2007 (Revised)

Authors: Roy J. Lewicki, David M. Saunders, Bruce Barry

List price: $75.63
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Description:

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.
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Book details

List price: $75.63
Edition: 4th
Copyright year: 2007
Publisher: McGraw-Hill Higher Education
Binding: Paperback
Pages: 312
Size: 7.00" wide x 8.75" long x 0.50" tall
Weight: 0.990
Language: English

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
Negotiation: Strategizing, Framing, and Planning
Strategy and Tactics of Distributive Bargaining
Strategy and Tactics of Integrative Negotiation
Perception, Cognition, and Communication
Finding and Using Negotiation Leverage
Ethics in Negotiation
Global Negotiation
Managing Difficult Negotiations: Individual Approaches
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