Negotiation: Theory and Practice

This course book is designed for upper-level undergraduate, graduate, and professional students. Most books on negotiation target either a non-academic audience or teachers in a specific discipline. This book targets an academic audience without focusing on a specific discipline. Its sound decisional models and analytical scrutiny combine with a broad cross-disciplinary perspective to give its readers a full understanding of the bargaining process. Features: Cross-disciplinary approach rather than narrow focus Reliable and verifiable models for successful and constructive negotiation Expert analytical commentary Benefits: Cross-disciplinary approach permits user to expand perspective to fit 'real-world' situationsApplication and use of decisional models can permit examination of soundness of approach to particular situationsCommentary permits user to expand and reshape models to take in all pertinent factors Audience: Law schools and Business schools.