2016 McGraw-Hill Education B&E FACT SHEET
OVERVIEW
Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. It explores the
major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several
chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented
focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the
influence of international and cross-cultural differences on the negotiation process.
NEW FEATURES
McGraw-Hill Connect® Management is an online assignment and assessment solution that connects students with the
tools and resources they’ll need to achieve success. Connect helps prepare students for their future by enabling faster
learning, more efficient studying, and higher retention of knowledge. It offers you and your students powerful tools and
features (LearnSmart, SmartBook, and assignable Manager’s Hot Seat Video Cases) that optimize your time and
energies, enabling you to focus on course content, teaching, and student learning. For more information about Connect,
go to connect.mheducation.com, or contact your local McGraw-Hill Learning Technology Representative.
New! LearnSmart ensures your students are learning faster, studying more efficiently, and retaining more knowledge. It
pinpoints concepts the student does not understand and maps out a personalized study plan for success. Based on
students' self-diagnoses of their proficiency, LearnSmart intelligently provides students with a series of adaptive
questions. This provides students with a personalized one-on-one tutor experience.
New! SmartBook™-Fueled by LearnSmart-SmartBook is the first and only adaptive reading experience available today.
Distinguishing what a student knows from what they don't, and honing in on concepts they are most likely to forget,
SmartBook personalizes content for each student in a continuously adapting reading experience. Reading is no longer a
passive and linear experience, but an engaging and dynamic one where students are more likely to master and retain
important concepts, coming to class better prepared. Valuable reports provide instructors insight as to how students are
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experience found in SmartBook, students are more likely to retain knowledge, stay in class and get better grades.
Completely revised and updated. The authors reviewed every chapter, utilizing extensive feedback from faculty who
have used the book in previous editions. Some of the content has been reorganized to present the material more
effectively.
The Ethics chapter was moved into the “fundamentals” section as Chapter 5.
Improved the graphics format and page layout of the book to make it more interesting and readable.
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.
Instructor Resources are available in the McGraw-Hill Connect Instructor Library, which includes:
o Instructor's Manual – each chapter includes an overview, learning objectives, chapter outline, and
summary.
o PowerPoint files – contains figures and tables from the text plus additional graphic material
o Test Bank – includes more than 700 questions and consists of fill in the blank, true/false, multiple choice,
and short answer questions.
o Web Links – offers additional links for more information on negotiation.
RETAINED FEATURES
Expanded sections on framing dynamics and on the planning process. How parties frame the conflict, and how they
prepare for negotiation, have been demonstrated as essential for understanding how a dispute evolves.
Revised chapters on integrative negotiation, cognitive biases, power, ethics in negotiation, and processes by which
negotiating parties can resolve their own disputes.
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the
broad spectrum of negotiation problems that are traditionally faced by managers.
The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of
negotiation.
Application Boxes and cartoons make the text more enjoyable and readable.
This book can be used as either a stand-alone text or in combination with its newly-revised companion book, Negotiation:
Readings, Exercises and Cases, Seventh Edition, to form a comprehensive learning system.
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ALTERNATIVE/COST SAVING OPTIONS
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TABLE OF CONTENTS
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Strategy and Planning
Chapter 5: Ethics in Negotiation
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Finding and Using Negotiation Power
Chapter 9: Relationships in Negotiation
Chapter 10: Multiple Parties, Groups, and Teams in Negotiation
Chapter 11: International and Cross-Cultural Negotiation
Chapter 12: Best Practices in Negotiations