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Essentials of Negotiation (McGraw-Hill International Editions: Management & Organization Series)

Roy J. Lewicki

Published by McGraw-Hill Education
ISBN 10: 0071181245 / ISBN 13: 9780071181242
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Title: Essentials of Negotiation (McGraw-Hill ...

Publisher: McGraw-Hill Education

Binding: Soft cover

Book Condition: New


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Synopsis: This text covers the fundamentals that are essential to negotiation.

From the Publisher: The content has been extensively revised and updated. Every chapter was completely revised for this 2nd Edition. Major new sections include the material on: dispute framing (chapter 2); types of relationships between negotiators and the effects of each (chapter 8); and coalitions (chapter 9).
Re-vamped organization breaks the book into four parts: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, and Negotiation Remedies.
A full and separate chapter has been written on the Framing, Strategizing, and Planning (chapter 2).
The discussions of negotiator ethics and global differences have been moved forward in the new organization to emphasize the importance of both in the world of negotiation.
Based on reviewer feedback, the chapter on Individual Differences has been eliminated from the 2nd Edition.
Current events and contemporary media have been interspersed throughout the text to add to readability and student interest.
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers.
The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation.

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