New Features:

• New sections of the text include discussions on the relationship between power and BATNA, power relationships in salary negotiation, and conflict resolution in effective and ineffective teams.
• Learning objectives have been added to each chapter to highlight specific areas of focus and the boxes have been revised to contain current relevant cases and guidelines important to the field of negotiation.

Retained Features:

• 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.
• 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 managers.
• The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation.
• Application Boxes and cartoons make the text more enjoyable and readable.
• This book can be used as either a stand-alone text or in combination with its newly revised companion book, Negotiation: Readings, Exercises and Cases, Sixth Edition, to form a comprehensive learning system.