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Essentials of Negotiation

ISBN: 9780073102764 | 0073102768
Edition: 4th
Format: Paperback
Publisher: McGraw-Hill Australia
Pub. Date: 6/26/2006

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ESSENTIALS OF NEGOTIATION, 4eis 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.

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