Negotiation Theory and Strategy

Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, cutting-edge scholarship, and law to create analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.

KEY FEATURES OF THE 3RD EDITION

• Restructured treatment of the psychology of persuasion.
• Part III framed to emphasize the critical importance of the r...