Essentials of Negotiation

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Roy J. Lewicki
McGraw-Hill/Irwin, 2004 - Business & Economics - 274 pages
4 Reviews
Lewicki, Barry, Saunders, and Minton’s: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

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User Review  - Michael Abbey - Goodreads

The book has all the essentials. Read full review

Review: Essentials of Negotiation

User Review  - Brian Keller - Goodreads

The book is entitled "Essentials of Negotiation". What were you expecting? Well, there you go. Read full review

Contents

1 The Nature of Negotiation
1
GoalsThe Objectives that Drive a Negotiation Strategy
25
Defining the IssuesThe Process of Framing the Problem
37
Copyright

29 other sections not shown

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About the author (2004)

Roy J. Lewicki is Irving Abramowitz Memorial Professor of Business Ethics and Professor of Management and Human Resources at the Max M. Fisher College of Business, The Ohio State University.

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