"Essentials of Negotiation, 4e" is a short paperback derivative from the main text, "Negotiation, 5e". 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.
| ISBN | 0073102768 | | Pages | 312 | | ISBN13 | 9780073102764
(What's this?) | | Volumes | 1 | | Publisher | McGraw-Hill Education - Europe | | Weight (grammes) | 468 | | Imprint | McGraw Hill Higher Education | | Published in | London | | Format | Paperback | | Previous ISBN | 9780077108410 | | Publication date | 01 Aug 2006 | | Height (mm) | 228 | | Library of Congress | 2006044887 | | Width (mm) | 177 | | DEWEY | 658.4052 | | Spine width (mm) | 12 | | DEWEY edition | DC22 | | Academic level | Tertiary education |
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Chapter 1 -- The Nature of Negotiation Chapter 2 -- Strategy and Tactics of Distributive Bargaining Chapter 3 -- Strategy and Tactics of Integrative Negotiation Chapter 4 -- Negotiation, Strategy and Planning Chapter 5 -- Perception, Cognition, and Communication Chapter 6 -- Communication Chapter 7 -- Finding and Using Negotiation Power Chapter 8 -- Ethics in Negotiation Chapter 9 -- Relationships in Negotiation Chapter 10 -- Multiple Parties and Teams Chapter 11 -- International and Cross-Cultural Negotiation Chapter 12 -- Best Practices in Negotiations
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