"Essentials of Negotiation, 4e" is a short paperback derivative from the main text, "Negotiation, 5e". It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict
Chapter 1 -- The Nature of NegotiationChapter 2 -- Strategy and Tactics of Distributive BargainingChapter 3 -- Strategy and Tactics of Integrative NegotiationChapter 4 -- Negotiation, Strategy and PlanningChapter 5 -- Perception, Cognition, and Communicat