Essentials of Negotiation ISE (2024 release)

Essentials of Negotiation is a condensed version of the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Several chapters from the main text have been condensed for this volume.

These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.