Author Description

Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, cutting-edge scholarship, and law to create analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts. KEY FEATURES OF THE 3RD EDITION Restructured treatment of the psychology of persuasion. Part III framed to emphasize the critical importance of the relationship between negotiators. Treatment of “trust” expanded with more discussion of extensive experimental data. New treatment of how to deal with the negative emotions that result from conflict. Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation. A complete set of materials for a 2-, 3-, or 4-unit negotiation course in one package. Clear, approachable writing style. Generous use of hypotheticals and examples.