num_pages: 312
description: ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.
language: English
title: Essentials of Negotiation
titlecomplete: Essentials of Negotiation
genres: Business, Nonfiction, Textbooks, School, Leadership, Management, Self Help, Grad School
ratings_count: 440
publisher: McGraw-Hill/Irwin