Essentials of Negotiation (Paperback, 3rd International student edition)

This is a short paperback derivative from the authors' 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. - The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers. - Expanded sections on framing dynamics and on the planning process. How parties frame the conflict, and how they prepare for negotiation, have been demonstrated as essential for understanding how a dispute evolves. - Revised chapters on integrative negotiation, cognitive biases, power, ethics in negotiation, and processes by which negotiating parties can resolve their own disputes.