Books › Essentials of Negotiation
Essentials of Negotiation
First published 1997 · 312 pages
A pragmatic, structured masterclass in the psychology and mechanics of navigating conflict and reaching agreements.
What it feels like
Reading this book feels like sitting in the front row of a high-level MBA seminar. It offers a steady, methodical experience, breaking down the often messy and emotional reality of human conflict into digestible, strategic frameworks. The atmosphere is deeply professional and intellectually focused, guiding the reader away from the anxiety of confrontation and toward a cool-headed, analytical understanding of power dynamics and value creation. The prose is clear and academically rigorous, prioritizing practical application over stylistic flourish. It is a deeply empowering read for the analytical mind, delighting professionals, students, and anyone eager to transform stressful bargaining tables into solvable puzzles of psychology and strategic communication.
- Mood
- professional
- focused
- intellectual
- Tone
- authoritative
- pragmatic
- analytical
- instructive
- Pace
- steady
- Themes
- conflict resolution · strategic thinking · power dynamics · value creation · psychology of persuasion
- The writing
- Clear, methodical, and academically rigorous, prioritizing structured frameworks and practical clarity over stylistic flair.
- The arc
- Moves from a sense of apprehension about conflict to a grounded, confident mastery of strategic communication.
- Who it's for
- Business students and ambitious professionals seeking a systematic, evidence-based approach to mastering high-stakes conversations.
About the book
Includes bibliographical references (p. 255-266) and index. An abridged version of: Negotiation / Roy J. Lewicki... [et al.]. 2nd ed. c1994.
Description from Open Library.
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