Description

Edited by Chris Honeyman and Andrea Kupfer Schneider and featuring 106 contributors, The Negotiator's Desk Reference is simply the most comprehensive book on negotiation available.

The Negotiator's Desk Reference (NDR) supersedes the same editors' Negotiator's Fieldbook (American Bar Association 2006.) In the NDR, almost 60% of the chapters are entirely new, and the rest are updated. The NDR pulls together relevant ideas on negotiation from business, economics, law, psychology, cultural studies and more than a dozen other fields. Even so, this is efficiently readable, because with 101 chapters each specific topic is treated in an average of less than 15 pages. The NDR balances research with real-world explanations from top negotiators in many areas, including business, diplomacy, hostage situations and many other settings.

This book shows how you can make negotiation work for you. There is simply no other book like it. Offered as two volumes; purchasers of the full set also receive full access to the NDR's Web edition, with later web updates, at no additional cost.