For undergraduate/graduate-level business courses that cover the skills of negotiation.
This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
- ISBN10 0130179647
- ISBN13 9780130179647
- Publish Date 18 October 2000 (first published 28 September 1997)
- Publish Status Out of Print
- Out of Print 10 May 2007
- Publish Country US
- Imprint Pearson
- Edition 2nd edition
- Format Paperback
- Pages 378
- Language English