Negotiation : Readings, Cases and Exercises - Readings, Cases and Exercises (4th ed)

Negotiation is a critical skill needed for effective management. "Negotiation: Readings Exercises, and Cases, 4/e", takes an experiential approach and 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 only human resource management or industrial relations candidates.