The Sixth Edition of Negotiation teaches the major concepts and theories surrounding the psychology of bargaining while exploring the dynamics of interpersonal and intergroup conflict and resolution. Each chapter of this Sixth Edition has been revised and update to reflect the newest developments in negotiation strategy, tactics, and effectiveness. New sections of the text include discussions on the relationship between power and BATNA, power relationship in salary negotiation, and conflict resolution in effective and ineffective teams. Learning objectives have been added to each chapter to highlight specific areas of focus and the boxes have been revised to contain current, relevant cases and guidelines important to the field of negotiation. //ir
