EVERYDAY FREE SHIPPING on $25 & up  Excludes Marketplace items
EVERYDAY FREE SHIPPING
on $25 & up
 Excludes Marketplace
Essentials of Negotiation

Essentials of Negotiation - 5th edition

ISBN13: 978-0073530369

Cover of Essentials of Negotiation 5TH 11 (ISBN 978-0073530369)
ISBN13: 978-0073530369
ISBN10: 0073530360

Cover type: Paperback
Edition: 5TH 11
Copyright: 2011
Publisher: Richard D. Irwin, Inc.
Published: 2011
International: No

List price: $181.50

Essentials of Negotiation - 5TH 11 edition

ISBN13: 978-0073530369

Roy Lewicki and Bruce Barry

ISBN13: 978-0073530369
ISBN10: 0073530360

Cover type: Paperback
Edition: 5TH 11
Copyright: 2011
Publisher: Richard D. Irwin, Inc.
Published: 2011
International: No
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.