The Essence of Negotiation

Part of the "Prentice Hall Essence of Management" series, this title applies an analytical and uniform approach to the key topics of good business practice.

It puts together a wide range of ideas and material from a variety of sources and is organized in six chapters, including "Toolbox" - a collection of instruments that can be used to get a better understanding of the basic aspects of negotiating. The appendix contains a set of figures that can be used as presentation materials to summarize or illustrate key learning points.

The book should be a useful reference source for MBA and Undergraduate students, managers and aspiring managers who wish to improve their knowledge and skills.