by Roy J. Lewicki, Bruce Barry, David M. Saunders, John W. Minton · McGraw-Hill Education · tapa blanda · ISBN 9780072545821
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«Essentials of Negotiation» is the negotiation manual by Roy J. Lewicki, Bruce Barry, David M. Saunders and John W. Minton (McGraw-Hill Education, paperback).
Condensed from the main text «Negotiation», it presents the essential concepts and theories of the psychology of negotiation and bargaining. It examines the dynamics of conflicts between individuals and between groups, as well as their resolution, with a practical and accessible approach for the business sphere.
Third edition, published by McGraw-Hill Education in 2003. Paperback format, 288 pages, text in English.
Suitable for university students and professionals seeking a concise foundation in negotiation techniques.
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