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Essentials of Negotiation 5th Edition

by Roy Lewicki (Author), Bruce Barry (Author), David Saunders (Author)
4.2 4.2 out of 5 stars 119 ratings
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Negotiation
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Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
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  1. ISBN-10
    0073530360
  2. ISBN-13
    978-0073530369
  3. Edition
    5th
  4. Publisher
    McGraw-Hill Education
  5. Publication date
    February 17, 2010
  6. Language
    English
  7. Dimensions
    7.5 x 0.5 x 9.25 inches
  8. Print length
    304 pages
  9. See all details
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Editorial Reviews

About the Author

Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.

Dean’s Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution.

Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (2002–2003), and a past chair of the Academy of Management Conflict Management Division.

Product details

  • Publisher ‏ : ‎ McGraw-Hill Education; 5th edition (February 17, 2010)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 304 pages
  • ISBN-10 ‏ : ‎ 0073530360
  • ISBN-13 ‏ : ‎ 978-0073530369
  • Item Weight ‏ : ‎ 1 pounds
  • Dimensions ‏ : ‎ 7.5 x 0.5 x 9.25 inches
  • Customer Reviews:
    4.2 4.2 out of 5 stars 119 ratings

About the author

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Bruce Barry

Bruce Barry

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Bruce Barry is a Professor of Management at the Owen Graduate School of Management at Vanderbilt University. His research and expertise lie in two areas: (1) social issues in management, including ethics, workplace rights, and public policy; and (2) the psychology of interpersonal and group behavior in organizations, including power, influence, negotiation, conflict and justice. He has published on these topics in numerous scholarly journals and volumes. His book on free expression and workplace rights from legal, managerial, and ethical perspectives, "Speechless: The Erosion of Free Expression in the American Workplace," was published in 2007 by Berrett-Koehler. His three (co-authored) books on negotiation are among the most widely adopted texts on that subject in colleges and universities worldwide. His website is www.brucebarry.net.

Customer reviews

4.2 out of 5 stars
4.2 out of 5
119 global ratings

Top reviews from the United States

John Innes
5.0 out of 5 stars Brains, Not Brawls
Reviewed in the United States on April 24, 2016
Verified Purchase
This is the first book that delivers on its promise to teach negotiation. I found that printed and online resources offered nonsense like "hot tips" and "fool-proof methods". Screw that. I needed to have someone explain negotiation to me from the ground up. That's what this book does.

Be forewarned, it has the formality of a textbook—which it literally seems to be. The amount of information presented borders on being too much, which is a refreshing change after being short-changed by every other book I have seen. Fortunately, the writing style is clear, concise, well organized, and makes excellent use of tables and diagrams.

For years, I had assumed that all of negotiation fell along a single axis running from "success" to "failure". Here, negotiation is shown to be a multi-dimensional process wherein traditional ploys are revealed to be the least effective of the available strategies.

I am no longer a clueless brawler and can now negotiate with ever increasing ease and effectiveness.
5 people found this helpful
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Roosevelt Cuthburt
4.0 out of 5 stars Pretty solid text book
Reviewed in the United States on April 4, 2014
Verified Purchase
This was required reading for a class so rented it. By the end of the class, I thought this book did an admiral job of presenting negotiating topics so I ended up just purchasing it for future use. Its not like I will never negotiate again, and this will be a useful reference.
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Vickie Knox
5.0 out of 5 stars Gradtitude!
Reviewed in the United States on April 6, 2014
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I am Thankful for you services. I sold my book because I needed the money I am not working. I had to study for a test and needed that book, it eas no longer in the school book store. You guys got the book to me just as I requested!
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nissa
3.0 out of 5 stars The book is in fair condition. Need proper binding ...
Reviewed in the United States on January 25, 2017
Verified Purchase
The book is in fair condition. Need proper binding as the papers in the book fall apart, very fragile. Has marking and highlights all over the book. The book will serve the purpose and that's all I needed. Thank you
One person found this helpful
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Dave
5.0 out of 5 stars Fabulous Book
Reviewed in the United States on October 30, 2013
Verified Purchase
I bought this for a class in my MBA program, and it's one of a very small group of textbooks that I plan on keeping. A great starter for anyone looking to actually understand the best way to get what you want out of any kind of deal.
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Customer Cristina
5.0 out of 5 stars Same exact book for class, half the price
Reviewed in the United States on January 23, 2014
Verified Purchase
I am very happy with this purchase. It is the same exact book I needed for class, but it was half the price than at the school. For students in a budget, Amazon is a great option. It came fast too, right before class.
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dphaywards
1.0 out of 5 stars Great text, terrible medium.
Reviewed in the United States on August 26, 2012
Verified Purchase
The text was fine, everything that I needed for my class and more. However, I was frustrated by way the information was presented.

By and large I have been impressed with Kindle products and Amazon altogether. The publisher made this impossible to load onto the actual Kindle because sizes couldn't be changed at all, I'm not sure for the purpose of this. Also, I couldn't read it on my Kindle application on my PC because, in an effort to cut down on illicit copying, they made it impossible to change the size on the application.

All in all, it made the reading of the textbook nearly impossible. I'm certain that this is the beginning, not the end of textbooks via e-books but I was unimpressed and frustrated with the content restrictions. I will not purchase any more items from this publisher and would advise you to do likewise.
8 people found this helpful
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CWM
4.0 out of 5 stars Overall Like New
Reviewed in the United States on February 10, 2014
Verified Purchase
Nothing highlighted or written in the margins. Like new Condition and overall pretty good shape
Required for class. Overall good read, has a wide view of case study that relates to anyone's day to day career or class
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Top reviews from other countries

Jordan
5.0 out of 5 stars get them to say yes!
Reviewed in Canada on October 16, 2015
Verified Purchase
made me such a better negotiator. i bought this for university but found myself using it in my real life for everything i negotiate for.
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