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Essentials of Negotiation

Essentials of Negotiation - 97 edition

ISBN13: 978-0256241686

Cover of Essentials of Negotiation 97 (ISBN 978-0256241686)
ISBN13: 978-0256241686
ISBN10: 0256241686 Edition: 97
Copyright: 1997
Publisher: Richard D. Irwin, Inc.
Published: 1997
International: No

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Essentials of Negotiation - 97 edition

ISBN13: 978-0256241686

Roy J. Lewicki, David M. Saunders and John W. Minton

ISBN13: 978-0256241686
ISBN10: 0256241686 Edition: 97
Copyright: 1997
Publisher: Richard D. Irwin, Inc.
Published: 1997
International: No
Summary

Overview:
This text is a short paperback derivative from the main text, Negotiation. Essentials will explore the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Features :

  • Developed for faculty that want a concise text on negotiation, either as a core text or supplement. Negotiation is a skill needed for effective management.
  • This text will explore the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.
  • The material is designed to be relevant to the broad spectrum of bargaining "problems" that are traditionally faced by managers.
  • Balanced coverage of negotiation theory, many texts take one "point-of-view", essentials covers many different approaches.

Table of Contents

1. The Nature of Negotiation

2. The Strategy and Tactics of Distributive Bargaining

3. The Strategy and Tactics of Integrative Negotiation

4. Pre-Negotiation Essentials

5. Dealing with Negotiation Breakdowns

6. Communication in Negotiation

7. The Social Context of Negotiation

8. Negotiation in Groups

9. Power in Negotiation

10. Third Parties in Negotiation

11. Ethics in Negotiation

12. The Global Negotiator

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