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Essentials of negotiation

By: Material type: TextTextPublication details: Boston Mcgraw-Hill 2001Description: 256 p. : ill. ; 24 cmISBN:
  • 9780071267731
Subject(s): DDC classification:
  • 658.4052LEW
Summary: Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. 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 subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
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Item type Current library Call number Status Barcode
Book Book UONGOZI Institute Resources Centre - Dar es Salaam 658.4052LEW (Browse shelf(Opens below)) Available 001803

Includes bibliographical references (p. 228-249) and index

Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. 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 subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

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