Essentials of Negotiation

Essentials of Negotiation

by Roy Lewicki

ISBN-10: 0073530360
ISBN-13: 9780073530369
Publisher: McGraw-Hill Education
Edition: 5 - 2010

Book Description
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.