Negotiation : Theory and Practice

This course book is designed for upper-level undergraduate, graduate, and professional students. Most books on negotiation target either a non-academic audience or teachers in a specific discipline. This book targets an academic audience without focusing on a specific discipline. Its sound decisional models and analytical scrutiny combine with a broad cross-disciplinary perspective to give its readers a full understanding of the bargaining process. Features: Cross-disciplinary approach rather than narrow focus Reliable and verifiable models for successful and constructive negotiation Expert analytical commentary Benefits: Cross-disciplinary approach permits user to expand perspective to fit 'real-world' situations Application and use of decisional models can permit examination of soundness of approach to particular situations Commentary permits user to expand and reshape models to take in all pertinent factors Audience: Law schools and Business schools.