Essentials of Negotiation
Published on 1. August 1996
Book
Hardback
224 pages
978-0-256-24168-6 (ISBN)
Description
This text explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. The material is designed to be relevant to the broad spectrum of bargaining problems traditionally faced by managers. It includes coverage of negotiation theory.
More details
Edition
Abridged edition
Language
English
Place of publication
New York
United States
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Adult education
Edition type
Abridged edition
Dimensions
Height: 230 mm
Weight
340 gr
ISBN-13
978-0-256-24168-6 (9780256241686)
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Schweitzer Classification
Other editions
New editions
Roy J. Lewicki | John Minton | Bruce Barry
Essentials of Negotiation
Book
09/2003
3rd Edition
McGraw Hill Higher Education
€38.37
Article exhausted; check for reprint
Persons
Content
The nature of negotiation; the strategy and tactics of distributive bargaining; the strategy and tactics of integrative negotiation; pre-negotiation essentials; dealing with negotiation breakdowns; communication in negotiation; the social context of negotiation; negotiation in groups; power in negotiation; third parties in negotiation; ethics in negotiation; the global negotiator.