New to this edition

• Completely updated and revised – the authors have reviewed every chapter, utilizing extensive feedback from faculty who have used the book in previous editions. Some of the chapters have been reorganized and rewritten to present the material more coherently and effectively.
• Improved the graphics format and page layout that make this book more visually interesting and readable.
• Updated features and cartoon callouts, which enhance the book’s readability and offers lively perspectives on negotiation dynamics.
• Expanded discussion on topics, such as, alternatives/choosing alternatives; importance of negotiation goals; fundamental nature of power; importance of trust and trust repair; responding to anger; responding to irrationality; and more!
• Added outline of the key sections at the beginning of each chapter. The authors have carefully organized Negotiation to coordinate with a newly revised Negotiation: Readings, Exercises and Cases, 7th Edition. A condensed version of this text is also available as Essentials of Negotiation, 6th Edition, which will publish in 2014.
• To purchase an eBook version of this title, visit www.CourseSmart.com (ISBN: 9780077499402). With the CourseSmart eTextbook version of this title, students can save money, reduce their impact on the environment, and access powerful web tools for learning. Faculty can also review and compare the full text online without having to wait for a print desk copy.

Features

• Negotiation 7e – Written by a well-rounded author team:
• Roy J. Lewicki is the Irving Abramowitz Memorial Professor of Business Ethics Emeritus and Professor of Management and Human Resources Emeritus at the Max M. Fisher College of Business, The Ohio State University. He has authored/edited 36 books, as well as numerous research articles and book chapters.
• David M. Saunders has served as Dean of Queen’s School of Business (QSB) since July 2003. Under Professor Saunders’ strategic leadership the School has experienced dramatic growth, including the addition of new and innovative MBA, professional Masters and executive education programs.
• Bruce Barry is the Brownlee O. Currey, Jr. Professor of Management at the Owen Graduate School of Management at Vanderbilt University. His research on negotiation, ethics, power, influence, and justice has appeared in numerous scholarly journals and volumes. He is associate editor of the scholarly journal Business Ethics Quarterly, and on the editorial boards of several others.
• 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.
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