Essentials of Negotiation

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Roy J. Lewicki
McGraw-Hill/Irwin, 2004 - Business & Economics - 274 pages
5 Reviews
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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Review: Essentials of Negotiation

User Review  - Rob - Goodreads

We read this book out of order for a negotiation class. I found it fascinating how the authors could weave so many themes through the book while encouraging the reader to consider the possibilities of ... Read full review

Review: Essentials of Negotiation

User Review  - Mai - Goodreads

book is very goodEssentials of Negotiation 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

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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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