Negotiation

by Roy J. Lewicki, David M. Saunders, John W. Minton

Today, a manager cannot be effective without negotiation skills. This guide offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation and the dynamics and negotiation and the dynamics of interpersonal and intergroup conflict and its resolution. Relevant to a wide range of managers--not only those involved in human resource or industrial relations management--this book is packed with approaches readers can begin to apply at work immediately.

Genres: Business, Textbooks, Leadership, School

544 pages, Paperback

First published February 1, 1985

Reviews

[Lauren · Rating 4 out of 5]

As far as text books go, this one was not bad! Well not bad on content, price was HIGH and it’s a rental! I learned a lot through the readings and I’m glad I had the book to correspond with the video lectures of the course. Honestly this might be a good read for anyone trying to learn more about the art of negotiation, which is why I’m giving it 4 stars.

[Ashley]

Read for an MBA Negotiations class.
MBA 6540

[Julian Dunn · Rating 1 out of 5]

Extremely boring. Only had to read it because of class.

Look, I think there's a bunch of good information in here, but it suffers from the typical textbook problem of each chapter basically being a lit review of everything that exists on the topic, disguised behind a thin veneer of a narrative. It's not readable.

Obviously, if you're doing your Ph.D. in negotiation and what you're after is the most comprehensive, authoritative reference about negotiation theory, then this is your go-to resource. However, for the rest of us in the real world (i.e. not in academia inventing laboratory experiments that even the authors admit are not representative of actual negotiations), you can skip it.

[Al Wright · Rating 4 out of 5]

Timeless classic on everything negotiation. keep this one on your shelf for easy reference before your next big negotiation - for a new car or to release hostages - its all right here in this one book.

[Gabriel Perlin · Rating 4 out of 5]

As much as people may wish to avoid it, negotiations are an important part of our daily interactions. A married couple may negotiate where to spend their vacation, and a parent may negotiate with his child on how much television time is allowed at home. In short, negotiations are not always related to commerce and financial compensation.
'Negotiation' discusses different aspects of negotiations according to chapter. Some aspects include: strategy, methods of communication, psychology, and the involvement of intermediaries in conflict resolution. The format of the book is pleasant to read since there is a diversity of opinions and writing styles throughout, with different academicians writing each essay within the chapters of the book.

[Breccan · Rating 4 out of 5]

Impressively comprehensive.

[Mary · Rating 1 out of 5]

This class was excrusiatingly boring and I hated this book with a firey passion.