Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

Cultivate negotiation skills with the latest theory and research, plus opportunities for practice!

"A great overview of what it takes to excel as a negotiator."-- Nicholas J. Chabra, Pfeiffer University

This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.