New Features:

• 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 design with enhanced exhibits and graphics!
• Learning Objectives have been added to each chapter to highlight specific areas of focus.

Retained Features:

• Coordinated text and reader (Negotiation: Readings , Exercises, and Cases 5e) provides a fully-integrated learning system.
• Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness.
• The 20 shorter chapters ensure that each chapter focuses on a narrower domain and lends more extensive coverage to important areas of negotiation.