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Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth 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. It does provide an excellent introduction to the essentials of negotiations.
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 fr... MORE
"Essential of Negotiation" is the best general book dealing with negotiation. Great coverage of the subject.
|- The Nature of Negotiation|
|- Strategy and Tactics of Distributive Bargaining|
|- Strategy and Tactics of Integrative Negotiation|
|- Negotiation: Strategy and Planning|
|- Perception, Cognition, and Emotion|
|- Finding and Using Negotiation Power|
|- Ethics in Negotiation|
|- Relationships in Negotiation|