What do you think?
Rate this book
Essentials of Negotiation
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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
304 pages, Paperback
First published August 1, 1996
74 people are currently reading
678 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 24 of 24 reviews
September 4, 2019
یک سومِ کتاب رو خوندم، هنر کردم، متن اصلی ،غامض و ترجمه هم پیچیده تر از اون، اونم وقتی میخوای درمورد مسئله ی روزمره ای مثه "مذاکره" و فنونش حرف بزنی، خلاصه اینکه، این کتاب به صد زبون و هزار اشاره میگه ببندم بزا کنار
نتونستم بخودم زور بگم که پول دادم پاش ، لاقل تمومش کنم
مزخرف بودن ایشون
نتونستم بخودم زور بگم که پول دادم پاش ، لاقل تمومش کنم
مزخرف بودن ایشون
October 18, 2018
Lo básico en fundamentos de negociación pero es fácil y conciso de leer
April 30, 2022
بازمانده از دوران خامی و بادهای در کله ی یک پسر خویشفرمای 18-19 ساله
November 9, 2019
Essentials of Negotiation (5th edition) is a shorter version of the bigger text Negotiation (6th edition), and is meant to give the reader the general core concepts of negotiation. It’s a textbook mainly used for shorter academic courses, or as support for a longer course alongside other books on the subject. It’s suited for practitioners in business management (including conflict and human resources), but of course also for psychology/sociology courses, and anything more general on negotiations.
It covers twelve chapters total (the longer version twenty), including: the nature of negotiation, strategy and tactics of distributive bargaining, strategy and tactics of integrative negotiation, strategy and planning, perception plus cognition and emotion, communication, finding and using negotiation power, ethics, relationships, multiple parties and teams, international and cross-cultural negotiation, and best practices in negotiations.
As a shorter essentials book, Essentials of Negotiation (5th edition) is pretty much complete. It covers what it needs to, and seems to be a genuinely cut version of the complete and larger 6th edition text. It provides the reader with many real life, relevant examples and situations of negotiations alongside the theories/key terms it wishes to explain, making it a comprehensive book that’s quite readable. Its index is neat and clear, making for a good reference book.
Though intended for a short, general overview, this book still goes beyond most ‘negotiation tactics’ books out there on the market. It shows how to strategize one’s negotiations, and provides explanations as to why some tactics will or won’t work in certain situations and/or on certain people. In short, it manages to provide a complete framework in very few pages.
There are some downsides, however, the first being that the authors aren’t afraid of using terminology fit to their field, which might scare off those who go into this book without being used to any technical terms (however, I was personally quite pleased with the fact that the authors didn’t try to talk down to their audience). Secondly, it’s slightly repetitive. That is, of course, useful in fully consolidating the new information/knowledge, but it can get annoying or tedious. And thirdly, as with so many books that fall in the category of social and/or organizational psychology, it sometimes very much states the obvious.
All that said, this is a great book to start off with. It tells its reader everything they need to know on negotiations, and actually goes into strategizing detail, which means that it provides its reader with the ability to fully utilize their newfound knowledge in their daily lives. Useful book of reference, and definitely recommendable to all its target audiences (practitioners and students in/of business management, and psychology/sociology students, for example).
It covers twelve chapters total (the longer version twenty), including: the nature of negotiation, strategy and tactics of distributive bargaining, strategy and tactics of integrative negotiation, strategy and planning, perception plus cognition and emotion, communication, finding and using negotiation power, ethics, relationships, multiple parties and teams, international and cross-cultural negotiation, and best practices in negotiations.
As a shorter essentials book, Essentials of Negotiation (5th edition) is pretty much complete. It covers what it needs to, and seems to be a genuinely cut version of the complete and larger 6th edition text. It provides the reader with many real life, relevant examples and situations of negotiations alongside the theories/key terms it wishes to explain, making it a comprehensive book that’s quite readable. Its index is neat and clear, making for a good reference book.
Though intended for a short, general overview, this book still goes beyond most ‘negotiation tactics’ books out there on the market. It shows how to strategize one’s negotiations, and provides explanations as to why some tactics will or won’t work in certain situations and/or on certain people. In short, it manages to provide a complete framework in very few pages.
There are some downsides, however, the first being that the authors aren’t afraid of using terminology fit to their field, which might scare off those who go into this book without being used to any technical terms (however, I was personally quite pleased with the fact that the authors didn’t try to talk down to their audience). Secondly, it’s slightly repetitive. That is, of course, useful in fully consolidating the new information/knowledge, but it can get annoying or tedious. And thirdly, as with so many books that fall in the category of social and/or organizational psychology, it sometimes very much states the obvious.
All that said, this is a great book to start off with. It tells its reader everything they need to know on negotiations, and actually goes into strategizing detail, which means that it provides its reader with the ability to fully utilize their newfound knowledge in their daily lives. Useful book of reference, and definitely recommendable to all its target audiences (practitioners and students in/of business management, and psychology/sociology students, for example).
May 24, 2008
This book reads like a college textbook, but it really has great information. Go slow and absorb the knowledge.
Negotiation techniques are very useful in every aspect of life. Different situations require different techniques. I look forward to negotiating my next salary and home purchase now after reading this.
Negotiation techniques are very useful in every aspect of life. Different situations require different techniques. I look forward to negotiating my next salary and home purchase now after reading this.
August 9, 2018
Essentially - this is a communications book, which I would have surmised had the authors not explicitly and repeatedly described negotiation as a form of communication. Much of the ground covered in the book is similar to the business communications course that I took earlier this year -- it covers perception, cognition, emotion, relationships and communication generally. Similarly, it covers cross-cultural communication or negotiations and includes information about high/low context and individualistic/collectivistic cultures and how those characteristics may impact negotiations (similar to all communications).
The new territory for me in this book is definition and discussion of distributive vs integrative negotiations. BATNA (best alternative to a negotiated agreement) was a new concept for me -- and so clear and simple that it seems like common sense. Of course, many people go into negotiations without a sense of what their options might be and end up agreeing to something that they later regret. And - of course - planning and preparing for any negotiation as a way to avoid accepting a crappy outcome (if not a way to ensure a good one).
In the end - the best practices include:
1. Be prepared BEFORE the negotiation
2. Diagnose the structure of the negotiation - distributive or integrative?
3. Identify your BATNA(s)
4. Be willing to walk away!
5. Identify and master the paradoxes of negotiation: value claiming vs creating; principles vs concessions; sticking with your strategy vs being baffled by bullshit; over vs undersharing; over vs under trusting.
6. Don't forget the intangibles and try to understand what those might be for the other party.
7. Actively manage coalitions/support
8. Savor and protect your reputation
9. Remember that rationality and fairness are relative - be open to understanding the other party's perspective on those items!
10. Continue to learn from your experience - reflect, record, and continue to pursue training.
The book was pretty dense for 281 pages -- and tons of footnotes. I ended up with 33 pages of notes (!) for my own use.
The new territory for me in this book is definition and discussion of distributive vs integrative negotiations. BATNA (best alternative to a negotiated agreement) was a new concept for me -- and so clear and simple that it seems like common sense. Of course, many people go into negotiations without a sense of what their options might be and end up agreeing to something that they later regret. And - of course - planning and preparing for any negotiation as a way to avoid accepting a crappy outcome (if not a way to ensure a good one).
In the end - the best practices include:
1. Be prepared BEFORE the negotiation
2. Diagnose the structure of the negotiation - distributive or integrative?
3. Identify your BATNA(s)
4. Be willing to walk away!
5. Identify and master the paradoxes of negotiation: value claiming vs creating; principles vs concessions; sticking with your strategy vs being baffled by bullshit; over vs undersharing; over vs under trusting.
6. Don't forget the intangibles and try to understand what those might be for the other party.
7. Actively manage coalitions/support
8. Savor and protect your reputation
9. Remember that rationality and fairness are relative - be open to understanding the other party's perspective on those items!
10. Continue to learn from your experience - reflect, record, and continue to pursue training.
The book was pretty dense for 281 pages -- and tons of footnotes. I ended up with 33 pages of notes (!) for my own use.
October 22, 2018
If I would read only one book on negotiations then it wil be this book. I rated this book low a year ago but after I read two other books & retuerned to this one for a course preparation I was impressed with the depth of the knowledge and the width of coverage in it. Highly recommended.
December 13, 2022
Because of this book finally I can ask for discount when buying oliebollen
July 26, 2020
Ta książka jest jak podręcznik akademicki, pełna badań i odnośników, ale mało w niej praktycznych chwytów do zastosowania zaraz po przeczytaniu. To bardziej zbiór wiedzy naukowej dotyczącej aktualnego stanu wiedzy ludzkości na temat negocjacji. Gratulacje za skrupulatność i zebranie informacji. Można od czasu do czasu wracać jak do nas encyklopedii, albo potraktować to jako solidny, teoretyczny fundament pod dalszy rozwój wiedzy. Nic mniej, ale też i nic więcej niestety. Pełne 3 gwiazdy na 5.
November 7, 2021
شاید در قسمتهایی از این کتاب پیچیدگی در توضیح شرایط مذاکره وجود داشته باشه، اما این کتاب، به شدت جامع و مفید هست. تمام جوانب مذاکره از رفتارشناسی و جامعه شناسی مورد بررسی قرار گرفته و به تفصیل شرایط مختلف رو بررسی کرده است. این کتاب امتیازات منفی هم داشته اما به نظرم بخاطر جامعی موارد مذاکره امتیاز کامل میگیرد.
June 19, 2017
Good overview of academic work on the topic.
June 13, 2019
Tell about negotiation base on ressearc
February 23, 2022
Not exciting, but pretty useful.
July 3, 2023
super teadusliku stiili jaoks, mõned ebamäärasused siin- seal, kuid mitte midagi häirivat
May 26, 2025
Ben ik weer met een review van een boek voor uni ❤️
—2,5/5 🌟
—2,5/5 🌟
April 9, 2021
Excellent!!
March 16, 2009
Used as a textbook in my Negotiation class. There is a lot of good material and suggestions in it. I think it hits the main points and has decent discussion of each one. The material is also researched and cited. However, a lot of what they present is just common sense.
I would definitely recommend the 'essentials' over the full 'Negotiation' book for it's conciseness.
I would definitely recommend the 'essentials' over the full 'Negotiation' book for it's conciseness.
June 10, 2015
We read this book out of order for a negotiation class. I found it fascinating how the authors could weave so many themes through the book while encouraging the reader to consider the possibilities of negotiating with the other party in mind. If one is trying to better understand the art and practice of negotiation within a business environment this is well worth reading.
May 5, 2011
The book brings up good tactics to use and strategies and also does a good job of breaking down the negotiation process. However, after a few pages in a chapter it begins to repeat itself and become redundant.
October 19, 2008
part of negotiations class
August 5, 2012
I read this book as part of my negotiation class in undergrad. The book contains very useful information. The book is best used in combination with Sun Tzu's Art of War.
December 8, 2012
The book is entitled "Essentials of Negotiation". What were you expecting? Well, there you go.
Read
March 17, 2015book is very goodEssentials of Negotiation
May 30, 2014
The book has all the essentials.
Displaying 1 - 24 of 24 reviews