Summary

Cultivate negotiation skills with the latest theory and research, plus opportunities for practice! "A great overview of what it takes to excel as a negotiator."-- Nicholas J. Chabra, Pfeiffer University This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.