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PART ONE: NEGOTIATION FUNDAMENTALS
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Strategy and Planning
Chapter 5: Ethics in Negotiation
PART TWO: NEGOTIATION SUBPROCESSES
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Finding and Using Negotiation Power
Chapter 9: Influence
PART THREE: NEGOTIATION CONTEXTS
Chapter 10: Relationships in Negotiation
Chapter 11: Agents, Constituencies, Audiences
Chapter 12: Coalitions
Chapter 13: Multiple Parties and Teams in Negotiation
PART FOUR: INDIVIDUAL DIFFERENCES
Chapter 14: Individual Differences I: Gender and Negotiation
Chapter 15: Individual Differences II: Personality and Abilities
PART FIVE: NEGOTIATION ACROSS CULTURES
Chapter 16: International and Cross-Cultural Negotiation
PART SIX: RESOLVING DIFFERENCES
Chapter 17: Managing Negotiation Impasses
Chapter 18: Managing Difficult Negotiations
Chapter 19: Third Party Approaches to Managing Difficult Negotiations
PART SEVEN: SUMMARY
Chapter 20: Best Practices in Negotiations

Negotiation is a critical skill needed for effective management. "Negotiation" 7e by Roy J. Lewicki, David M. Saunders, and Bruce Berry explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Key Features

Completely updated and revised a€“ the authors have reviewed every chapter, utilizing extensive feedback from faculty who have used the book in previous editions. Some of the chapters have been reorganized and rewritten to present the material more coherently and effectively.

Improved the graphics format and page layout that make this book more visually interesting and readable.

Updated features and cartoon callouts, which enhance the booka€™s readability and offers lively perspectives on negotiation dynamics.

Expanded discussion on topics such as, alternatives/choosing alternatives; importance of negotiation goals; fundamental nature of power; importance of trust and trust repair; responding to anger; responding to irrationality; and more!

Added outline of the key sections at the beginning of each chapter. The authors have carefully organized Negotiation to coordinate with a newly revised Negotiation: Readings, Exercises and Cases, 7th Edition. A condensed version of this text is also available as Essentials of Negotiation, 6th Edition, which will publish in 2014.