Roy J. Lewicki,
Ohio State University Bruce Barry,
Vanderbilt University David M. Saunders,
Queen's University
ISBN: 0073102768 Copyright year: 2007
Features
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers.
All chapters have been revised from the 3rd edition of Essentials of Negotiation. New chapters from Negotiation, 5e have also been added (on communication, influence, negotiation in relationships, and teams) to reflect the revision of Negotiation, 5e.
A brand new summary chapter on Best Practices in Negotiation. In this chapter, the author team offers their words of wisdom gathered from years of experience in negotiation. It is constructed around ten best practices:
Be Prepared
Diagnose the fundamental structure of the negotiation
Work the BANTA
Be willing to walk away
Master paradoxes
Remember the intangibles
Actively manage coalitions
Savor and protect your reputation
Remember that rationality and fairness are relative
Continue to learn from the experience
Up-to-date research to support the key points of each chapter. Two of the best examples of this research are found in chapters 8 (on Influence) and 10 (on Relationships). The Influence chapter is new to this edition, and the Relationships chapter has been considerably revised.
The entire Negotiation line is based around up-to-date coverage of the research field. This form of presentation is far more comprehensive and authoritative than a trade book (which comprises the vast majority of the competition).
Completely revised instructor's manual featuring a new Test Bank, chapter outlines, and PowerPoint masters.
Expanded sections on framing dynamics and on the planning process. How parties frame the conflict, and how they prepare for negotiation, have been demonstrated as essential for understanding how a dispute evolves.
Revised chapters on integrative negotiation, cognitive biases, power, ethics in negotiation, and processes by which negotiating parties can resolve their own disputes.
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2007 McGraw-Hill Higher Education