Negotiating Essentials: Theory, Skills, and Practices

ISBN-13: 9780131868663

ISBN-10: 0131868667

Author: Michael R. Carrell, Christina Heavrin J.D.

Edition: 1

Publication date:
Paperback 288 pages
Business, Economics, Political Science
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Acknowledged author Michael R. Carrell wrote Negotiating Essentials: Theory, Skills, and Practices comprising 288 pages back in 2007. Textbook and etextbook are published under ISBN 0131868667 and 9780131868663. Since then Negotiating Essentials: Theory, Skills, and Practices textbook was available to sell back to BooksRun online for the top buyback price of $9.68 or rent at the marketplace.


For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration.

A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a “conversational writing style” rather than a traditional “textbook style” to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique features that focus on “real world” negotiation cases. These features include cartoons like the popular Zits series, offering the reader a humorous but realistic viewpoint as well as many practical bargaining tactics and tips. All chapters include many boxed items and discussions of actual negotiations to illustrate major concepts and make them more accessible to students.