Essentials Of Negotiation

Welcome to the sixth edition of Essentials of Negotiation! Again, this book represents our

response to many faculty who wanted a brief version of the longer text. Negotiation (Seventh

Edition). 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.