Essentials of Negotiation

This shorter edition condenses the larger textbook on negotiation into twelve chapters drawn from twenty in the full work. It covers the core ideas and models from research on how people bargain, along with the forces that drive conflict between individuals and between groups and how such conflicts can be settled. Several of the retained chapters have been trimmed and reoriented from academic research toward practical foundations, including the key stages within a negotiation, dealings involving many parties, and the ways culture and national background shape how talks unfold.