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Essentials of Negotiation 4e is a condensed version of 5e making it a quicker read. In this book the authors cover the theories of negotiation and compare Distributive Bargaining vs. Integrative Negotiation. Most readers recognize the former method of negotiation where each side takes positions and haggles over price. In Essentials of Negotiation, Lewicki, Barry and Saunders demonstrate the methodology used for mutual problem solving using Integrative Negotiation, a method required for complex negotiations where price is not as much an influence as other factors. More than a book about negotiation tactics and strategies, it explains when and where to use the various negotiation methods and how to combat the hard line negotiator. If you are involved with negotiations for yourself, company, group and or organization., this book is a must read to further your negotiation skills.Read full review
Verified purchase: Yes | Condition: Pre-owned
I bought it to school and really like it. It gives some good practical examples and it is an easy reading kind of book
everything went smoothly. it's a hassle-free experience. i will definitely use this vendor again. highly recommended.
Lots of examples given for better understanding. Some of them are pretty lengthy, its still a good read though.
good book
Verified purchase: Yes | Condition: Pre-owned
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