Negotiation Roy J. Lewicki, Bruce Barry, David M. Saunders, John W. Minton (Fourth edition)

"Welcome to the fourth edition of Negotiation. We delighted to present this new and updated revision to you. (…) For those of you who are familiar with the third edition, you will note little change in the fundamental chapter organization of the book. For those of you who are not familiar with previous editions, a brief overview is appropriate. The text is organized into 13 chapters. The first four chapters introduce the reader to negotiation fundamentals. Chapter 1 introduces the field of negotiation and conflict management, describes the basic elements of interdependence with other people, and briefly explores the challenges of managing that interdependence. The second chapter describes the fundamental prework that negotiators must do to get ready for a negotiation. (…) Chapters 3 and 4 then present the two core approaches to negotiation: the basic dynamics of competitive (win-lose) bargaining (Chapter 3), and the basic dynamics of integrative (win-win) negotiation (Chapter 4). The next three chapters present fundamental psychological subprocesses of negotiation: perception, cognition, communication, persuasion and leverage, and ethical judgment. (…) The next four chapters examine the social contexts in which these negotiations occur, and which also therefore influence how they evolve. (…) The last two chapters emphasize the strategies that can be used by the parties to resolve breakdowns in the negotiation process. (…)" From the Preface: