I have written this book to help the reader understand the dynamics of the negotiation process and so be able to negotiate more effectively. This second edition is still grounded in negotiation research but I have endeavoured to make the practical implications for negotiators more explicit through actual examples and skills tips. I have also improved the negotiation tools, which I hope prove to be useful.

Several case studies of negotiation are referred to in the text. I greatly appreciate the willingness of the people I interviewed to share their experiences, which enabled me to write the cases. They provide rich insights into what happens in real negotiations.

The text, updated throughout, now includes a new section on mediation that explores how a negotiator can learn from the mediation process. A new final chapter integrates the earlier chapters and presents the characteristics of good negotiation and of a good negotiator.

For those teaching negotiation new teaching materials based on the text have been prepared. In addition to discussion topics, case studies, role play exercises and other learning tasks, I've written lecturer's notes to provide a research-based analysis for each of the cases. The cases can be used as discussion or assignment tasks or as examples to demonstrate aspects of negotiation that are described in the text. The motivation for using case studies is to promote a strategic, yet still pragmatic, approach to negotiation. The role play exercises come with notes on how to maximise their learning value.