Essentials of Negotiation

2024 Release ISE

By: Roy J. Lewicki, Bruce Barry, David M. Saunders

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Paperback | 19 January 2024 | Edition Number 8

At a Glance

Paperback
704 Pages

Grade
13 - 17

Dimensions(cm)
23.11 x 18.54 x 2.03

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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.

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