Negotiation is a critical skill needed for effective management. Negotiation 6/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management st[...]

Negotiation is a critical skill needed for effective management. "Negotiation: Readings, Exercises, and Cases 6/e" takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict an[...]

Essentials of Negotiation, 4/e is a short paperback derivative from the main text, Negotiation, 5/e. 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. Fourteen of the 20 chapters[...]