Essentials of Negotiation

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Irwin/McGraw-Hill, 2001 - Negotiation - 256 pages
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This is a short derivative from the main Negotiation text. 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. In this revision, the organization more closely follows both Negotiation and Negotiation: Readings, Cases, and Exercises. Events and contemporary media have been interspersed throughout the text to add to readability and student interest. Every chapter has been revised; major new sections include material on dispute framing, coalitions and types of relationships between negotiators.

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Contents

The Nature of Negotiation
1
Framing Strategizing and Planning
22
Strategy and Tactics of Distributive Bargaining
54
Copyright

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About the author (2001)

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.

David Saunders (Canada) teaches at the University of Calgary

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