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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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.
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.
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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.,
By
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,
By
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,
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.
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Inside This Book
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First Sentence:
The day started early, as usual. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
successful integrative negotiation, chicken tactic, integrative negotiation process, bargaining mix, distributive bargaining situation, subassembly department, exploding offer, intracultural negotiations, nonspecific compensation, more collectivist culture, distributive tactics, dual concerns model, ethical tactics, information about the other party, more individualistic culture, bargaining range, other negotiator, reactive devaluation, most negotiators, resistance point, opening stance, negotiation outcomes, opening offer, integrative agreements, unilateral strategy Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, New York, The Wall Street Journal, Middle East, Hong Kong, Joint Strategy, Multiple Parties, Negotiation Journal, Conservation Commission, Costa Rica, Exploit Differences, Great Britain, Harvard Business Review, John Wiley, Leonard Greenhalgh New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
The day started early, as usual. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
successful integrative negotiation, chicken tactic, integrative negotiation process, bargaining mix, distributive bargaining situation, subassembly department, exploding offer, intracultural negotiations, nonspecific compensation, more collectivist culture, distributive tactics, dual concerns model, ethical tactics, information about the other party, more individualistic culture, bargaining range, other negotiator, reactive devaluation, most negotiators, resistance point, opening stance, negotiation outcomes, opening offer, integrative agreements, unilateral strategy Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, New York, The Wall Street Journal, Middle East, Hong Kong, Joint Strategy, Multiple Parties, Negotiation Journal, Conservation Commission, Costa Rica, Exploit Differences, Great Britain, Harvard Business Review, John Wiley, Leonard Greenhalgh New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
Citations (learn more)
This book cites 44
books:
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35
books
cite this book:
See all 35 books citing this book
- Social Psychology: Third Edition by Eliot R. Smith on 5 pages
- Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher on 4 pages
- Getting to Yes by Roger Fisher on 4 pages
- Organizational Behavior: A Management Challenge by Linda K. Stroh in Back Matter (1), Back Matter (2), and Back Matter (3)
- Human Communication by Michael Burgoon in Back Matter (1), Back Matter (2), and Back Matter (3)
See all 44 books this book cites
- Global Business Negotiations: A Practical Guide by Claude Cellich on 5 pages
- Lawyer Negotiation: Theory, Practice and Law by Professor Jay Folberg in Front Matter, and page 114
- Towards the Knowledge Society: eCommerce, eBusiness, and eGovernment (IFIP Advances in Information and Communication Technology) by Joćo L. Monteiro on page 535
- Multi-Agent Systems and Applications: 9th ECCAI Advanced Course ACAI 2001 and Agent Link's 3rd European Agent Systems Summer School, EASSS 2001, ... / Lecture Notes in Artificial Intelligence) by Michael Luck on page 185
- The Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation by Roger J. Volkema in Back Matter
See all 35 books citing this book
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