- Author : David M Saunders
- Publsiher : McGraw-Hill Education
- Release : 14 January 2015
- ISBN : 0077862465
- Page : 336 pages
- Rating : 4/5 from 21 voters
Download or read book entitled Essentials of Negotiation written by David M Saunders and published by McGraw-Hill Education online. This book was released on 14 January 2015 with total pages 336. Available in PDF, EPUB and Kindle. Get best books that you want by click Get Book Button and Read as many books as you like.
Book Excerpt : Additional Information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation. Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. 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 subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.