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Sunday, April 26, 2020 | History

6 edition of The essence of negotiation found in the catalog.

The essence of negotiation

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Published by Prentice Hall in London, New York .
Written in English

    Subjects:
  • Negotiation in business.,
  • Negotiation.

  • Edition Notes

    Includes bibliographical references (p. 127-128) and index.

    StatementJean M. Hiltrop and Sheila Udall.
    SeriesThe essence of management series
    ContributionsUdall, Sheila.
    Classifications
    LC ClassificationsHD58.6 .H55 1995
    The Physical Object
    Paginationix, 169 p. :
    Number of Pages169
    ID Numbers
    Open LibraryOL547050M
    ISBN 100133498956
    LC Control Number96127606
    OCLC/WorldCa33046072


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The Essence of Negotiation (Prentice Hall Essence of Management Series) Jean-Marie Hiltrop, Sheila Udall Published by Financial Times/ Prentice Hall (). Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition.

It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution.

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Milton Friedman, in particular, countered that, even if rational expectational theories do not describe reality per se, they should be kept since they provide accurate predictions (instrumentalism). Allison countered that Friedman has not. If barking out orders were the essence of management, why bother discussing negotiation at all.

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