About the book

This edition brings updated content and a clear focus on negotiator ethics. It is designed for business management students studying HR-OB and negotiation. The chapters have been reorganized and rewritten for better understanding and smoother learning. New features, such as learning objectives and chapter outlines, make this edition more user friendly and practical for courses. It continues to be a trusted resource for readers, offering a comprehensive approach to negotiation concepts and strategies.

Contents:

1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
10. Relationships in Negotiation
11. Agents, Constituencies and Audiences
12. Coalitions
13. Multiple Parties, Groups and Teams in Negotiation
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
16. International and Cross-Cultural Negotiation
17. Managing Negotiation Impasses
18. Managing Difficult Negotiations
19. Third-Party Approaches to Managing Difficult Negotiations
20. Best Practices in Negotiations