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Negotiation is a critical skill needed for effective management. Negotiation 6/e 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. Salient Features Updated boxes and examples throughout the text provide students with real-life perspectives on negotiation dynamics. All chapters have been revised to reflect the latest research findings and scholarly work in negotiation and conflict management. New design with enhanced exhibits and graphics! Learning Objectives have been added to each chapter to highlight specific areas of focus. Coordinated text and reader (Negotiation: Readings, Exercises, and Cases 5e) provides a fully-integrated learning system. Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness. The 20 shorter chapters ensure that each chapter focuses on a narrower domain and lends more extensive coverage to important areas of negotiation.