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Essentials of Negotiation Paperback – February 17, 2010

ISBN-13: 978-0073530369 ISBN-10: 0073530360 Edition: 5th

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Essentials of Negotiation + Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No: Negotiating in Difficult Situations
Price for all three: $152.63

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Product Details

  • Paperback: 304 pages
  • Publisher: McGraw-Hill/Irwin; 5 edition (February 17, 2010)
  • Language: English
  • ISBN-10: 0073530360
  • ISBN-13: 978-0073530369
  • Product Dimensions: 7.3 x 0.5 x 9.1 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (38 customer reviews)
  • Amazon Best Sellers Rank: #19,313 in Books (See Top 100 in Books)

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.

Customer Reviews

Enjoyed the entire book!
Edward Hernandez
While other books dissect tactics this one provides the frameworks for negotiation.
Robert R. Rowntree
I would recommend it to anyone for either professional or personal growth.
Paul J. Nicastri

Most Helpful Customer Reviews

28 of 28 people found the following review helpful By Amazon Customer VINE VOICE on September 26, 2005
Format: 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!
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81 of 94 people found the following review helpful By Thierry Borloz on November 30, 1999
Format: 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!
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9 of 9 people found the following review helpful By llewien on February 1, 2007
Format: Paperback Verified Purchase
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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4 of 4 people found the following review helpful By Paul on August 26, 2012
Format: Kindle Edition Verified Purchase
The text was fine, everything that I needed for my class and more. However, I was frustrated by way the information was presented.

By and large I have been impressed with Kindle products and Amazon altogether. The publisher made this impossible to load onto the actual Kindle because sizes couldn't be changed at all, I'm not sure for the purpose of this. Also, I couldn't read it on my Kindle application on my PC because, in an effort to cut down on illicit copying, they made it impossible to change the size on the application.

All in all, it made the reading of the textbook nearly impossible. I'm certain that this is the beginning, not the end of textbooks via e-books but I was unimpressed and frustrated with the content restrictions. I will not purchase any more items from this publisher and would advise you to do likewise.
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3 of 3 people found the following review helpful By ELK on January 22, 2010
Format: Paperback
I find this book to be poorly organized and a tough read. The content is good but the editing, layout and readability are very poor. The authors also use needless terms and vocabulary which are not commonplace to anyone who has not read the text. I suppose if you are highly academic, you might appreciate this book, but if you want a book to provide you with the "essentials of negotiation", as the title states, then I think this book misses the mark entirely.
I suspect the book is a version of the authors' class notes. It also states the obvious - "studies have shown that expert negotiators do better in negotiations than amateurs" REALLY? that's amazing... If you're not reading this book for a class I would recommend looking elsewhere.
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2 of 2 people found the following review helpful By Tina on November 6, 2011
Format: Kindle Edition Verified Purchase
I have to read this book for my class and even though it is fairly good and easy to read, it is irritating that it has no page numbers. I wish I would of known this before I bought it. I would have gotten the hard copy. I can't follow along with the professor. Very disappointing.
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Format: Paperback Verified Purchase
This book lives up to its title. It does provide an excellent introduction to the essentials of negotiations. If you can afford it, I recommend that you purchase this book and Mind and Heart of the Negotiator, The (4th Edition) by Leigh Thompson. However, if you have a limited budget and want to read a single book as an introduction to the topic, I recommend Leigh's book.
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Format: Kindle Edition Verified Purchase
This was required reading for a class so rented it. By the end of the class, I thought this book did an admiral job of presenting negotiating topics so I ended up just purchasing it for future use. Its not like I will never negotiate again, and this will be a useful reference.
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More About the Author

Bruce Barry is a Professor of Management at the Owen Graduate School of Management at Vanderbilt University. His research and expertise lie in two areas: (1) social issues in management, including ethics, workplace rights, and public policy; and (2) the psychology of interpersonal and group behavior in organizations, including power, influence, negotiation, conflict and justice. He has published on these topics in numerous scholarly journals and volumes. His book on free expression and workplace rights from legal, managerial, and ethical perspectives, "Speechless: The Erosion of Free Expression in the American Workplace," was published in 2007 by Berrett-Koehler. His three (co-authored) books on negotiation are among the most widely adopted texts on that subject in colleges and universities worldwide. His website is www.brucebarry.net.

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