ISE Essentials of Negotiation

ISE Essentials of Negotiation

7th edition

Paperback (18 Mar 2020)

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Essentials of Negotiation, 7e is a condensed version of the main text, Negotiation, 8e. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those 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.

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Book information

ISBN: 9781260570458
Publisher: McGraw-Hill Education
Imprint: McGraw-Hill
Pub date:
Edition: 7th edition
Weight: 442g
Height: 187mm
Width: 230mm
Spine width: 17mm