Essentials of negotiation /
Roy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, McGill University.
- 2024 release, International Student Edition.
- xvii, 333 pages : illustrations ; 23 cm
“… this book represents a response to many faculty who wanted a brief version of the longer text, Negotiation (Ninth edition). The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation.”—page v.
Includes bibliographical references and index.
1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation Strategy and Planning -- 5. Ethics in Negotiation -- 6. Perception, Cognition, and Emotion -- 7. Communication -- 8. Power and Influence in NegotiationFinding and Using Negotiation Power -- 9. Relationships in Negotiation -- 10. Multiple Parties and Groups in Negotiations -- 11. International and Cross-Cultural Negotiation -- 12. Best Practices in Negotiations.
Essentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.