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Essentials of Negotiation

Essentials of Negotiation - 5th edition

Essentials of Negotiation - 5th edition

ISBN13: 9780073530369

ISBN10: 0073530360

Essentials of Negotiation by Roy Lewicki and Bruce Barry - ISBN 9780073530369
Edition: 5TH 11
Copyright: 2011
Publisher: Richard D. Irwin, Inc.
Published: 2011
International: No
Essentials of Negotiation by Roy Lewicki and Bruce Barry - ISBN 9780073530369

ISBN13: 9780073530369

ISBN10: 0073530360

Edition: 5TH 11

Summary

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 sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.