New to this edition
1.Completely updated and revised – the authors have reviewed every chapter, utilizing extensive feedback from faculty who have used the book in previous editions.Some of the chapters have been reorganized and rewritten to present the material more coherently and effectively.
2.Improved the graphics format and page layout that make this book more visually interesting and readable.
3.Updated features and cartoon callouts, which enhance the book’s readability and offers lively perspectives on negotiation dynamics.
4.Expanded discussion on topics, such as, alternatives/choosing alternatives; importance of negotiation goals; fundamental nature of power; importance of trust and trust repair; responding to anger; responding to irrationality; and more!