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Cultivate negotiation skills with the latest theory and research, plus opportunities for practice!

"A great overview of what it takes to excel as a negotiator."— Nicholas J. Chabra, Pfeiffer University

This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.

Part 1: The Fundamentals
The Nature of Negotiation: What it is and Why it Matters
Preparation: Building the Foundation for Negotiating
Distributive Bargaining: A Strategy for Claiming Value
Integrative Bargaining: A Strategy for Creating Value
Closing Deals: Persuading the Other Party to Say Yes
Part 2: Special Challenges
Communication : The Heart of All Negotiations
Decision Making: Are We Truly Rational Beings?
Power & influence: Changing others’ attitudes and behaviors
Ethics: Right and Wrong Do Exist when you Negotiate
Multiparty Negotiations: Managing the Additional Complexity
Individual Differences
International Negotiations
Difficult Negotiations
Third-Party Intervention: Recourse When Negotiations Sputter or Fail?


Instructor Teaching Site
The website provides password-protected instructor resources, a test bank, PowerPoint slides, role-playing exercises, and course syllabi. Student Study Site: Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links.
Student Study Site
Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links.

A good comprehensive study aid to help make vital decisions in a professional manner. I have recommended this to my students to encourage professionalism within the engineering community. Negotiation and closing deals in business is important for a company to survive. Whether my students work for a company or end up with their own business, this is part of the hidden curicculum that they need to know.

Mr Douglas Lawrence
My Department is not Listed, Great Yarmouth College
December 11, 2012

This is an informative book on negotiation which forms part of the strategic Change management I teach but its structure is different from structure of my course.

Dr Chuma Osuchukwu
Postgraduate Faculty, London School of Business and Management
November 24, 2012

I found the book to be a valuable read and to be more than competitively priced.

Dr Gregory Laurence
School Of Management, University of Michigan - Flint
September 4, 2012

This one was a longshot for a second book in my strategic management class but I did not choose it.

Dr Lawrence Audler
Business Administration , Our Lady of Holy Cross College
June 2, 2012

interesting case examples

Dr Chavi Chen
IESEG, School of Management, Catholic University of Lille
April 27, 2012

a great help to understanding the essential nature of negotiating skills. in all walks of life

Dr Simon Claridge
Educational Psychology , Cardiff University
March 26, 2012

Target audience analysis of my current and prospective students yielded the conclusion that the negotiation aspects included in this text did not fit the scope of the projected course. The text would be more than satisfactory for a business strategy or management strategy class but not for the scope of MNGT 5670.

Professor Michael Chychota
Management Dept, Webster University
January 29, 2012

Insufficient information directly related to decision making - did recommend for consideration to colleague who will be teaching "conflict management" next fall

Dr Jacquelyn Alexander
Leadership Studies, Our Lady of The Lake University
January 11, 2012

Book is well written and comes with an excellent companion website for students.

Professor Robert Gerulat
Business Mgmt Economics Dept, Suny Empire State College - Frontier
November 9, 2011

Excellent breakdown and case examples of subject that often typically has more "sales-only" aspects examined. Text provides far more reaching topics and related subject matter that will, in turn, provide more benefits for professors and students alike.

Joseph Joyce
Industrial Technology and Management, Ferris State University
November 5, 2011
Key features

Key Features

  • Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process
  • Provides two readings per chapter, with critical thinking questions to help students relate the content to their own experiences
  • Offers end of chapter Conclusion and Implications for Practice sections, providing behavioral and tactical suggestions for applying the chapter material
  • Includes five full-length cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice
  • Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities
  • Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government, and from countries throughout the world

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ISBN: 9781412973991