Average Reviews:
(More customer reviews)In my work as an attorney and mediator, and as a lecturer in negotiation and negotiation competition coach, I have read all of the "great" negotiation books written since "Getting to Yes". This 5th edition of "Negotiation" is head and shoulders above the rest of the crowd in a very crowded field.
The book is well-organized and well-researched, with and exellent bibliography and index. Of probably the greatest interest to most readers is Part 1, consisting of separate paragraphs treating in depth the nature of negotiation, the strategy and tactics of distributive bargaining, the strategy and tactics of integrative bargaining and negotiation strategy and planning. By looking at distributive and integrative bargaining as separate processes with their own goals and preparations, the authors have given us a useful diagnostic tool in appraching a negotiation situation.
I also appreciated the excellent treatment given to negotiation subprocesses and contexts and insights into rezolving the inevitable differences that arise in a negotiation.
Even though it is only 526 pages, this is a negotiation tome. I have read the entire book and re-read many portions. There is so much interesting and useful information that unless the book is read deliberately and without undue delay it will be easy to forget most of what is covered. For a refresher, the reader should consider "Essentials of Negotiation" by the same authors.
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Negotiation is a critical skill needed for effective management. Negotiation 5/e 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..
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