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Negotiation
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Negotiation
Strategies and Applications

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Negotiation
January 2027 | 600 pages | SAGE Publications, Inc
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Negotiation: Strategies and Applications employs a skill-based approach that combines the best of both worlds: rigorous research and practical application. Terri A. Scandura begins the book with the fundamental negotiation skills that must be mastered and then progresses to advanced topics that provide a competitive advantage at the bargaining table. Students learn not only how to negotiate effectively, but also why particular strategies work and when they should be applied.

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This text is offered in Sage Vantage, an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support.

Highlights
  • Assignable video with assessment tied to learning objectives and curated exclusively for this text brings concepts to life. Watch a sample video now.
  • NEW! An AI Literacy module prepares students to engage confidently with today's AI tools through an interactive, outcomes-focused experience—with minimal instructor lift and no course redesign required. Available exclusively in Sage Vantage and written by professors who teach and publish about AI, the AI Information Literacy, Academic Integrity, and Responsible AI Use integrates video, data driven examples, applied activities, Knowledge Checks, and built-in assessments that help instructors track student understanding. Focused on strengthening critical thinking, the module teaches students how to evaluate AI outputs for accuracy and bias while developing responsible prompting strategies that support academic success without compromising students' intellectual growth.
 
Part 1: Negotiation Fundamentals
 
Chapter 1: When to Negotiate and Getting Started
The Importance of Negotiation

 
Types of Negotiation

 
Dispute Resolution

 
Strategies for Conflict Resolution

 
Steps in the Negotation Process

 
Implications: Learning the Art and Science of Negotiation

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 1.1: Strategies for Conflict Resolution

 
Case Study 1.1: Deciding Not to Negotiate

 
Notes

 
 
Chapter 2: Negotiation Strategies
Setting Up Your Negotiation

 
Steps in the Negotiation Process

 
Situation Analysis

 
Power and Influence

 
The Power of Persuasion

 
Implications: The Importance of Preparation

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 2.1: Dependency Situations in Negotiation

 
Case Study 2.1: Tesla and Panasonic's Gigafactory

 
Notes

 
 
Chapter 3: Distributive Bargaining
Distributive or Integrative?

 
The Bargaining Zone

 
Making the First Offer

 
Making Concessions

 
Hard Bargaining Negotiation Strategies

 
The Prisoner’s Dilemma

 
Implications: Should I Reveal My BATNA?

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 3.1: Estimate the ZOPA

 
Self-Assessment 3.1: Hard Bargaining Strategies Assessment

 
Case Study 3.1: Walmart and Rubbermaid

 
Notes

 
 
Chapter 4: Integrative Bargaining
Getting to Yes

 
Determining Integrative Potential

 
Creative Problem Solving in Negotiation

 
Package Deals

 
Contingency Contracts (CC)

 
Implications: Receptiveness to Opposing Viewpoints

 
Chapter Summary

 
Key Terms

 
Toolkit Self-Assessment 4.1: Integrative Bargaining Style

 
Case Study 4.1: The Disney-Fox Merger

 
Notes

 
 
Chapter 5: Ethical Challenges in Negotiation
Definition of Ethics in Negotation

 
Ethically Questionable Behaviors in Negotiation

 
Deception in Negotiation

 
How to Detect if Your Counterparty is Lying

 
Addressing Your Counterparty’s Unethical Behavior

 
Implications: What Happens If I Don’t Get Caught?

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 5.1: Lie Detection: Truth or Lie?

 
Case Study 5.1: The Fall of TechVista

 
Notes

 
 
Part 2: Advanced Negotiation Skills
 
Chapter 6: Individual Differences
Why Differences Matter in Negotiation

 
Motivations in Negotiation

 
Communication Style in Negotiation

 
Gender, Race, and Negotiation

 
Perceptual Biases in Negotiation

 
Implications: Being a Negotiation Chameleon

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 6.1: The Paraphrase Challenge

 
Case Study 6.1: When Motives Collide: Cooperative and Individualistic Negotiators

 
Notes

 
 
Chapter 7: Managing Emotions at the Bargaining Table
Emotions and Moods

 
Positive Emotions

 
Negative Emotions

 
Ambivalence

 
Emotions as a Negotiation Strategy

 
Implications: Managing Emotions in Life

 
Chapter Summary

 
Key Terms

 
Toolkit Self-Assessment 7.1: Emotional Style in Negotiation

 
Toolkit Self-Assessment 7.2: Emotional Intelligence in Negotiations

 
Case Study 7.1: European Super League: Emotional Backlash

 
Notes

 
 
Chapter 8: Building Relationships and Trust
Relationship Building in Negotiation

 
The Types of Trust

 
Relationships and Reputation

 
Repairing Broken Trust

 
Fairness in Negotiation

 
Implications: How Relationships Shape Fairness

 
Chapter Summary

 
Key Terms

 
Toolkit Self-Assessment 8.1: How Trustful are You?

 
Case Study 8.1: Target and Feeding America – A Partnership to Combat Child Hunger

 
Notes

 
 
Chapter 9: Cross-Cultural Negotiation
What is National Culture?

 
High Context and Low Context Cultures

 
Face, Dignity, and Honor Cultures

 
Cultural Values

 
Cultural Intelligence

 
Implications: Culture and Negotiation Strategies

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 9.1: Cross-Cultural Negotiation Checklist

 
Toolkit Assessment 9.2: What’s Your Negotiation CQ?

 
Case Study 9.1: Saving Face: Apple’s Apology in China

 
Notes

 
 
Chapter 10: Virtual Negotiation
What is Virtual Negotiation?

 
Challenges in Virtual Negotiation

 
Virtual Negotiation Dynamics

 
Security and Confidentiality

 
Virtual Negotiation Follow-Up

 
Implications: The Virtually Intelligent Negotiator

 
Chapter Summary

 
Key Terms

 
Toolkit Self-Assessment 10.1: Virtual Communication Intelligence

 
Case Study 10.1: Failure to Launch: Virtual Negotiation

 
Notes

 
 
Part 3: Advanced Negotiation Strategies
 
Chapter 11: Team Negotiation
How is Team Negotiation Different?

 
Team Negotiation Challenges

 
Team Negotiation Preparation

 
Strategies for Managing Team Conflict

 
Team Negotiation Meeting Strategies

 
Implications: Rethinking the Advantages of Team Negotiation

 
Chapter Summary

 
Key Terms

 
Toolkit Activity 11.1: Stakeholder Analysis in Negotiation

 
Case Study 11.1: Microsoft’s Acquisition of LinkedIn: Strategic Team Negotiation

 
Notes

 

I would describe this book as a student-friendly, engaging, and well-structured resource for teaching negotiation. It covers all the key concepts you'd expect from a textbook in this field, but in a way that's clear, concise, and easy to follow. It’s a great alternative to more traditional, dense textbooks that can feel too much like encyclopedias. I think colleagues looking for a more interactive, accessible approach to teaching negotiation would find this textbook a great fit.

Professor Eren Ozgen
Ph.D., Florida State University, Panama City

Engaging and trending with the current times.

Professor Keith L. Hardiman, Ph.D.
Langston University

I truly love the distinction between integrative and distributive. I realize in the book it's only a few chapters, but we weave those concepts throughout the entire course. It's an incredible distinction when you are teaching business negotiations and how to set yourself up for long-term success.

Professor Mallory Coakley
University of Dayton

An up-to-date and actionable fresh take on Negotiations. Student-centric from the first chapter. Contains current material that is largely absent from existing Negotiations texts.

Professor Christopher Plouffe
University of Tennessee, Chattanooga

This textbook very thoroughly introduces theories and concepts that are crucial for negotiation.

Professor Seejin Keem
Portland State University

Comprehensive resource of negotiation concepts.

Professor Deborah Searcy, Ph. D.
Florida Atlantic University
Key features
  • This text is available in Sage Vantage, an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support.
    • NEW! An AI Literacy module prepares students to engage confidently with today's AI tools through an interactive, outcomes-focused experience—with minimal instructor lift and no course redesign required. Available exclusively in Sage Vantage and written by professors who teach and publish about AI, the AI Information Literacy, Academic Integrity, and Responsible AI Use module integrates video, data driven examples, applied activities, Knowledge Checks, and built-in assessments that help instructors track student understanding. Focused on strengthening critical thinking, the module teaches students how to evaluate AI outputs for accuracy and bias while developing responsible prompting strategies that support academic success without compromising students' intellectual growth.
  • Chapter Toolkits: Practical end-of-chapter resources—including self-assessments, worksheets, checklists, and guided activities—that reinforce concepts and can be assigned as homework, each with discussion questions.
  • Evidence-Based Self-Assessments: Reflective tools that build student self-awareness as negotiators, helping them identify their strengths, preferences, and areas for growth, supported by discussion questions.
  • Experiential Activities: In-class or online exercises that let students practice negotiation skills, encouraging reflection and transfer of learning, with discussion questions that tie each activity back to the chapter.
  • Cases: Real-world negotiation scenarios for students to analyze and apply chapter concepts, complete with discussion questions and assignable as pre-class homework.
  • In-Person and Virtual Learning Support: Every feature works in both classroom and online settings, with discussion questions designed for use in online courses.
  • Negotiation Simulations: Realistic practice scenarios—covering salary, buyer–seller, cross-cultural, and multiparty negotiations—paired with teaching notes to connect each simulation to chapter material, with no separate materials to purchase.
Vantage Reference: 
Negotiation - Vantage Learning Platform