New Features:

• Twenty shorter chapters in this new fifth edition treat major topics separately and increase user flexibility.
• Updated boxes and examples throughout the text provide students with real-life perspectives on negotiation dynamics.
• All chapters have been revised to reflect the latest research findings and scholarly work in negotiation and conflict management.
• New roomier design to this edition has made exhibits easier to comprehend and the text overall more user-friendly.

Retained Features:

• Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness.
• Essentials of Negotiation, Third Edition offers a brief overview of the text material that is appropriate for students, managers, and executive education programs.
• Coordinated text and reader provides fully integrated learning system.