Roy J. Lewicki, Irving Abramowitz, Bruce Barry, "Essentials of Negotiation: 2024 Release ISE"
English | ISBN: 1266913394 | 2024 | 352 pages | PDF | 32 MB
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.
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