Essentials of Negotiation

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Roy J. Lewicki
McGraw-Hill/Irwin, 2004 - Business & Economics - 274 pages
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Lewicki, Barry, Saunders, and Mintonā€™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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1 The Nature of Negotiation
GoalsThe Objectives that Drive a Negotiation Strategy
Defining the IssuesThe Process of Framing the Problem

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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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