Part I Essentials of Negotiation Chapter 1 Negotiation: The Mind and The Heart Chapter 2 Preparation: What to Do Before Negotiation Chapter 3 Distributive Negotiation: Slicing the Pie Chapter 4 Win-Win Negotiation: Expanding the Pie   Part II Advanced Negotiation Skills Chapter 5 Developing a Negotiating Style Chapter 6 Establishing Trust and Building a Relationship Chapter 7 Power, Gender, and Ethics Chapter 8 Creativity and Problem Solving in Negotiations   Part III Applications and Special Scenarios Chapter 9 Multiple Parties, Coalitions, and Teams Chapter 10 Cross-Cultural Negotiation Chapter 11 Social Dilemmas Chapter 12 Negotiating Via Information Technology   Appendices Appendix 1 Are You a Rational Person? Check Yourself Appendix 2 Nonverbal Communication and Lie Detection Appendix 3 Third-Party Intervention Appendix 4 Negotiating a Job Offer

Provide Students with Practical Real-World Examples UPDATED! Illustrative Case Studies: This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation. New to this edition are more than 100 updated examples from the business world, many involving international issues. Real-life Negotiations:  Many of the concepts in the chapters are supplemented with illustrations and examples drawn from actual negotiations—both contemporary and historical. Provide Self-Insight Assessments: In order to test their own intuition and approach, multiple examples have been included for students.   Offer In-Depth Information on Business Negotiation Skills Offer a Skills-Based Approach: This text provides practical take-away points for the manager and executive. For example, chapter 4 on integrative negotiation contains a series of hands-on principles that have been proven to increase the value of negotiated deals. A series of hands-on principles that have been proven to increase the value of negotiated deals is provided. REVISED! Going In-Depth into Advanced Bargaining Skills: The second and third sections of this text deal with complex, yet commonly occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via email and conference calls, negotiating with competitor companies, and of course, negotiating cross culturally. These sections have been revised in this edition.   Keep your Course Current and Relevant Present Scientific Research: This text cites groundbreaking results of more than 120 new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organisational behavior, sociology, negotiation, and cognitive psychology.  

Provide Students with Practical Real-World Examples Illustrative Case Studies: This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation. New to this edition are more than 100 updated examples from the business world, many involving international issues.   Offer In-Depth Information on Business Negotiation Skills Going In-Depth into Advanced Bargaining Skills: The second and third sections of this text deal with complex, yet commonly occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via email and conference calls, negotiating with competitor companies, and of course, negotiating cross culturally. These sections have been revised in this edition.    Keep your Course Current and Relevant  Present Scientific Research: This text cites groundbreaking results of more than 120 new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organizational behavior, sociology, negotiation, and cognitive psychology.   MyManagementLab is not included. Students, if MyManagementLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyManagementLab is not a self-paced technology and should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information.      Personalize Learning with MyManagementLab  Adaptive Learning: A way to enable personalized learning at scale.Not every student learns the same way and at the same rate. MyLab with Adaptive Learning continuously assesses student performance and activity in real time, and, using data and analytics, personalizes content to reinforce concepts that target each students strengths and weaknesses. Mobile Dashboard: An app that helps students stay on track. The Mobile Dashboard gives students the feedback they need to stay on target throughout the courseright on the devices theyre already using. A companion app that is available for select MyLab & Mastering products, Mobile Dashboard provides instant, 24/7 access to course announcements, assignment due dates, scores, and results. Writing Space: Everything you need to foster better writing, all in one place.Better writers make great learnerswho perform better in their courses. To help you develop and assess concept mastery and critical thinking through writing, we created the Writing Space. Its a single place to create, track, and grade writing assignments, provide writing resources, and exchange meaningful, personalized feedback with students, quickly and easily. Whether youre looking for auto-graded writing assignments, plagiarism check or prebuilt grading rubrics, The Writing Space within MyManagementLab has you covered. A powerful homework and test manager: MyLab lets you create, import, and manage online homework assignments, quizzes, and tests that are automatically graded. You can choose from a wide range of assignment options, including time limits, proctoring, and maximum number of attempts allowed. The bottom line: MyLab means less time grading and more time teaching. Comp