Essentials of Negotiation

by David M. Saunders, Bruce Barry, Roy J. Lewicki, et al.

Book Overview

Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0072545828
• ISBN13: 9780072545821
• Release Date: June 2003
• Publisher: Irwin/McGraw-Hill
• Length: 274 Pages
• Weight: 0.90 lbs.
• Dimensions: 0.5" x 6.4" x 9.1"

Customer Reviews

Most books just a Bag of Tactics - This book gives you the Strategy and Approaches to make Negotiati

This is the starting point for digging into the study of Negotiations. While other books dissect tactics this one provides the frameworks for negotiation. Next augment this book with "Secrets of Power Negotiation". One of the authors is the Dean of Business, Queens University. I read this for my EMBA studies cover to cover.

An Excellent Introduction

This book lives up to its title. It does provide an excellent introduction to the essentials of negotiations. If you can afford it, I recommend that you purchase this book and Mind and Heart of the Negotiator, The (4th Edition) by Leigh Thompson. However, if you have a limited budget and want to read a single book as an introduction to the topic, I recommend Leigh's book.

enjoyable textbook

Do you ever check a course syllabus and think, "I have to read three chapters of the text for next class!?!" No worries here. This textbook is not only worth reading, you'll actually look forward to each chapter. btw, if "Getting to Yes" isn't required, read it before your negotiations class starts. Many texts and articles published since GTY was written tip their hats before proceeding.

Hits all the high points, doesn't dumb things down.

"Essentials of Negotiation" is the popular market version of "Negotiation," which is a texbook. This one is more of a handbook for actual negotiators. The advantages of "Essentials" is that it is streamlined (making it a better intro for beginners or refresher for experienced negotiators) and less expensive. It still includes all the major topics you want to see: distributive bargaining, integrative bargaining, psychology of negotiations (including some communications tactics), ethics, and some int'l stuff. It also has a good index, making it a nice reference tool. While it has lots of stories and examples to help readers remember concepts, my favorite feature of this book is that the author doesn't talk down to his audience. Lewicki uses technical jargon when it is appropriate (he also explains it). That precision has value, in my opinion. People who are completely new to a study of negotiation might prefer "Getting Past No" by Ury, which is also very good but perhaps more accessible. Those with some, even minimal, experience would be well-served by this book. Good luck!

Best general overview of negotiation

I have done my doctoral dissertation in negotiation and have read hundred of books and articles in this subject. "Essential of Negotiation" is the best general book dealing with negotiation. Great coverage of the subject. No doubt it is a great investment for practitioners and academics. You will not regret!