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Bibliographic Details

Title: Negotiation: Readings, Exercises and Cases (Irwin Series in Management and the Behavioral Sciences)
Publisher: Irwin Professional Publishing
Publication Date: 1985
Language: English
ISBN 10: 0256026343
ISBN 13: 9780256026344
Binding: paperback
Edition: 2nd Edition
Condition: Good

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Synopsis

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and 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 is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

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