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Negotiation: Readings, Exercises, and Cases


Negotiation is a critical skill needed for effective management. This book explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not just human resource management or industrial relations candidates.

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Negotiation: Readings, Exercises, and Cases
2003, Irwin/McGraw-Hill, Boston, MA

ISBN-13: 9780071123167

4th edition


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