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Essentials of Negotiation | 
 enlarge | Authors: Roy Lewicki, Bruce Barry, David Saunders
Publisher: McGraw-Hill/Irwin
Category: Book
Buy New: $51.99
New (28) Used (27) from $34.00
Rating:  4 reviews
Sales Rank: 77927
Media: Paperback
Edition: 4
Pages: 312
Number Of Items: 1
Shipping Weight (lbs): 1
Dimensions (in): 9 x 7.2 x 0.5
ISBN: 0073102768
Dewey Decimal Number: 658.4052
EAN: 9780073102764
ASIN: 0073102768
Publication Date: June 26, 2006
Availability: Usually ships in 1-2 business days
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Product Description
ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. 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 from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.
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| Customer Reviews:
 tedious reading but it is required for college. September 7, 2008
Simon Eduardo Arenas
after going through this book I seriously thought I had ADHD.... what a tedious reading... not recommended but it is required for college so if you have to buy it do like me and sell it back QUICK! LOL
enjoyable textbook February 2, 2007
llewien (Tacoma, WA United States)
3 out of 3 found this review helpful
Do you ever check a course syllabus and think, "I have to read three chapters of the text for next class!?!" No worries here. This textbook is not only worth reading, you'll actually look forward to each chapter. btw, if "Getting to Yes" isn't required, read it before your negotiations class starts. Many texts and articles published since GTY was written tip their hats before proceeding.
 Hits all the high points, doesn't dumb things down. September 27, 2005
J. Hoelscher (Texas)
18 out of 18 found this review helpful
"Essentials of Negotiation" is the popular market version of "Negotiation," which is a texbook. This one is more of a handbook for actual negotiators. The advantages of "Essentials" is that it is streamlined (making it a better intro for beginners or refresher for experienced negotiators) and less expensive. It still includes all the major topics you want to see: distributive bargaining, integrative bargaining, psychology of negotiations (including some communications tactics), ethics, and some int'l stuff. It also has a good index, making it a nice reference tool.
While it has lots of stories and examples to help readers remember concepts, my favorite feature of this book is that the author doesn't talk down to his audience. Lewicki uses technical jargon when it is appropriate (he also explains it). That precision has value, in my opinion. People who are completely new to a study of negotiation might prefer "Getting Past No" by Ury, which is also very good but perhaps more accessible. Those with some, even minimal, experience would be well-served by this book.
Good luck!
Best general overview of negotiation November 30, 1999
Thierry Borloz (Suisse)
74 out of 87 found this review helpful
I have done my doctoral dissertation in negotiation and have read hundred of books and articles in this subject. "Essential of Negotiation" is the best general book dealing with negotiation. Great coverage of the subject. No doubt it is a great investment for practitioners and academics. You will not regret!
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