Textbook
Essentials of Negotiation
The objective of this volume is to provide the reader with the core concepts of the negotiation in a more succint version. Many faculties request such a book for use in shorter academic courses, executive education programs, etc. The fundamental different between this and the fourth chapter book is that this edition contains only nine chapters meanwhile the fourth edition contains 13 chapters. The first four chapters have only been minimally shortened because the contents are important. There are four chapters that are excluded-chapters on Relationships, Multiparty Negotiations, Individual Differences, and Third-Party Approaches because these chapters have been placed on McGraw-Hill website.
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