Essentials of Negotiation
Does not imply availability
Description
"The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic course, executive education programs, or as a companion to other resource materials. It is suitable for courses in negotiation, labor relations, conflict management, human resource management, and the like"--
AI Overview
Overview of "Essentials of Negotiation" by Roy J. Lewicki, Bruce Barry, and David M. Saunders
Key Themes
Psychology of Bargaining and Negotiation: The book explores the major concepts and theories of negotiation, focusing on the psychological aspects of bargaining and negotiation processes[1][2][4].
Interpersonal and Inter-group Conflict: It delves into the dynamics of interpersonal and inter-group conflict, including strategies for resolving these conflicts[1][2][4].
Critical Negotiation Subprocesses: The book covers critical negotiation subprocesses, such as distributive bargaining, integrative bargaining, and the influence of international and cross-cultural differences on the negotiation process[1][2][5].
Negotiation Theory and Practice: It provides a comprehensive overview of negotiation theory, making it relevant to a broad spectrum of bargaining problems traditionally faced by managers[5].
Plot Summary
The book is a condensed version of the main text "Negotiation," focusing on the essential concepts and theories. It includes 12 out of 20 chapters from the main text, with several chapters condensed to shift from a more research-oriented focus to a more fundamental focus on practical negotiation issues[1][2][5]. The chapters cover topics such as critical negotiation subprocesses, multiparty negotiations, and the impact of international and cross-cultural differences on negotiations.
Critical Reception
Accessibility and Practicality: The book is praised for its streamlined approach, making it a better introduction for beginners or a refresher for experienced negotiators. It includes all major topics like distributive bargaining, integrative bargaining, psychology of negotiations, and ethics, with a good index for easy reference[3].
Technical Precision: The authors are commended for using technical jargon appropriately and explaining it clearly, which adds precision and value to the book[3].
Relevance and Practical Applications: The text is designed to be relevant to a wide range of bargaining problems faced by managers, making it a valuable resource for both new and experienced negotiators[5].
Availability and Formats: The book is available in various formats, including classic audio and VOICEtext formats, which can be beneficial for different learning styles[2].
Authors' Background
Roy J. Lewicki: Professor Emeritus at The Ohio State University, known for his extensive contributions to the fields of negotiation and dispute resolution. He has authored or edited over 40 books and received several prestigious awards for his work[1].
Bruce Barry: Co-author of the book, contributing to its practical and theoretical aspects of negotiation. His expertise in negotiation theory and practice is evident in the book's content[2][4].
David M. Saunders: Co-author, bringing his expertise in negotiation theory and practice to the book. His contributions ensure that the text remains relevant and practical for managers and negotiators[4][5].
In summary, "Essentials of Negotiation" by Roy J. Lewicki, Bruce Barry, and David M. Saunders is a comprehensive guide to the psychology of bargaining and negotiation, covering essential concepts and practical applications. Its critical reception highlights its accessibility, technical precision, and relevance to a broad spectrum of negotiation problems.