Provide Students with Practical Real-World Examples

Illustrative Case Studies: This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation. New to this edition are more than 100 updated examples from the business world, many involving international issues.

Offer In-Depth Information on Business Negotiation Skills

Going In-Depth into Advanced Bargaining Skills: The second and third sections of this text deal with complex, yet commonly occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via email and conference calls, negotiating with competitor companies, and of course, negotiating cross culturally. These sections have been revised in this edition.

Keep your Course Current and Relevant

Present Scientific Research: This text cites groundbreaking results of more than 120 new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organizational behavior, sociology, negotiation, and cognitive psychology.

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