Negotiation Book

Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.

Booknews

Churchman (behavioral science and negotiation and conflict management, California State U.) provides a barebones outline of the negotiation process and tactics, and the beginning of a theory. Useful as a textbook for a course or as a guide for people engaging in formal or informal negotiations in business, politics, or most any other sphere of life. No date is noted for the first edition. No index. Annotation c. Book News, Inc., Portland, OR (booknews.com)