Essentials of Negotiation [Paperback]

Roy J. Lewicki (Author), Bruce Barry (Author), David M. Saunders (Author), John W. Minton (Author)

Book Description

ISBN-10: 0072545828 | ISBN-13: 978-0072545821 | Publication Date: June 13, 2003 | Edition: 3

Lewicki, Barry, Saunders, and Minton’s: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Editorial Reviews

About the Author

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

Bruce Barry is a professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, ethics, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division.

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

Product Details

• Paperback: 288 pages
• Publisher: McGraw-Hill/Irwin; 3 edition (June 13, 2003)
• Language: English
• ISBN-10: 0072545828
• ISBN-13: 978-0072545821
• Product Dimensions: 8.9 x 7 x 0.5 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 3.7 out of 5 stars  See all reviews (12 customer reviews)
• Amazon Best Sellers Rank: #176,689 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

25 of 25 people found the following review helpful:

5.0 out of 5 stars Hits all the high points, doesn't dumb things down., September 26, 2005

By 

J. Hoelscher "debater7" (Texas) - See all my reviews
(VINE VOICE)    (REAL NAME)   

This review is from: Essentials of Negotiation (Paperback)

"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!

80 of 93 people found the following review helpful:

5.0 out of 5 stars Best general overview of negotiation, November 30, 1999

By 

Thierry Borloz "TB" (Suisse) - See all my reviews
(REAL NAME)   

This review is from: Essentials of Negotiation (Paperback)

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!

8 of 8 people found the following review helpful:

4.0 out of 5 stars enjoyable textbook, February 1, 2007

By 

llewien "llewien" (Tacoma, WA United States) - See all my reviews

This review is from: Essentials of Negotiation (Paperback)

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.