Essentials of Negotiation 6th Edition
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Essentials of Negotiation 6th Edition

SKU: 9780077862466

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Full Title

Essentials of Negotiation 6th Edition
Author(s)

Roy Lewicki, Bruce Barry, David Saunders
Edition

6th Edition
ISBN-13

9780077862466
Publisher

McGraw Hill
Format

PDF
Pages

336

Description

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.

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