Negotiation: Theory and Strategy (Aspen Casebook Series)

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 an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.

• Restructured treatment of the psychology of persuasion



• Part III framed to emphasize the critical importance of the relationship between negotiators



• Treatment of “trust” expanded with more discussion of extensive experimental data



• New treatment of the how to deal with the negative emotions that result from conflict



• Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation

The purchase of this Kindle edition does not entitle you to receive 1-year FREE digital access to the corresponding Examples & Explanations in your course area. In order to receive access to the hypothetical questions complemented by detailed explanations found in the Examples & Explanations, you will need to purchase a new print casebook.