Essentials of Negotiation: 2024 Release
| By: | Roy J Lewicki, Bruce Barry, David M. Saunders |
| Publisher: | McGraw-Hill Higher Education (US) |
| Print ISBN: | 9781266634932 |
| eText ISBN: | 9781260512595 |
| Edition: | 0 |
| Format: | Reflowable |
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Essentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These 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.