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ISE Essentials of Negotiation

Roy J. Lewicki, Bruce Barry, David M. Saunders · ISBN 9781260570458
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Publisher McGraw-Hill Education
Author(s) Roy J. Lewicki / Bruce Barry / David M. Saunders
Edition 7
Published 12th February 2020
Related course codes MGMT2004 - Negotiation


Essentials of Negotiation, 7e is a condensed version of the main text, Negotiation, 8e. 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.


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