EI G HTH ED ITI O N
Negotiation
R OY J . L E W I C K I
B R U C E B A R RY
DAV I D M . S A U N D E RS
,
,Negotiation
eighth edition
Roy J. Lewicki
The Ohio State University
Bruce Barry
Vanderbilt University
David M. Saunders
Queen’s University
, NEGOTIATION, EIGHTH EDITION
Published by McGraw-Hill Education, 2 Penn Plaza, New York, NY 10121. Copyright ©2020 by McGraw-Hill
Education. All rights reserved. Printed in the United States of America. Previous editions ©2015, 2010, and
2006. No part of this publication may be reproduced or distributed in any form or by any means, or stored in a
database or retrieval system, without the prior written consent of McGraw-Hill Education, including, but not
limited to, in any network or other electronic storage or transmission, or broadcast for distance learning.
Some ancillaries, including electronic and print components, may not be available to customers outside the
United States.
This book is printed on acid-free paper.
1 2 3 4 5 6 7 8 9 LCR 21 20 19
ISBN 978-1-260-04364-8 (bound edition)
MHID 1-260-04364-9 (bound edition)
ISBN 978-1-260-47915-7 (loose-leaf edition)
MHID 1-260-47915-3 (loose-leaf edition)
Associate Portfolio Manager: Laura Hurst Spell
Marketing Manager: Lisa Granger
Content Project Managers: Melissa M. Leick, Keri Johnson, Karen Jozefowicz
Buyer: Sandy Ludovissy
Design: Beth Blech
Content Licensing Specialist: Sarah Flynn
Cover Image: Wholly owned
Compositor: Aptara®, Inc.
All credits appearing on page or at the end of the book are considered to be an extension of the copyright page.
Library of Congress Cataloging-in-Publication Data
Names: Lewicki, Roy J., author. | Saunders, David M., author. | Barry, Bruce,
author.
Title: Negotiation / Roy J. Lewicki, The Ohio State University, David M.
Saunders, Queen’s University, Bruce Barry, Vanderbilt University.
Description: Eighth edition. | New York, NY : McGraw-Hill Education, [2020]
Identifiers: LCCN 2018050087| ISBN 9781260043648 (alk. paper) |
ISBN 1260043649 (alk. paper)
Subjects: LCSH: Negotiation in business.
Classification: LCC HD58.6 .L49 2020 | DDC 658.4/052—dc23 LC record
available at https://lccn.loc.gov/2018050087
The Internet addresses listed in the text were accurate at the time of publication. The inclusion of a website does
not indicate an endorsement by the authors or McGraw-Hill Education, and McGraw-Hill Education does not
guarantee the accuracy of the information presented at these sites.
mheducation.com/highered
Negotiation
R OY J . L E W I C K I
B R U C E B A R RY
DAV I D M . S A U N D E RS
,
,Negotiation
eighth edition
Roy J. Lewicki
The Ohio State University
Bruce Barry
Vanderbilt University
David M. Saunders
Queen’s University
, NEGOTIATION, EIGHTH EDITION
Published by McGraw-Hill Education, 2 Penn Plaza, New York, NY 10121. Copyright ©2020 by McGraw-Hill
Education. All rights reserved. Printed in the United States of America. Previous editions ©2015, 2010, and
2006. No part of this publication may be reproduced or distributed in any form or by any means, or stored in a
database or retrieval system, without the prior written consent of McGraw-Hill Education, including, but not
limited to, in any network or other electronic storage or transmission, or broadcast for distance learning.
Some ancillaries, including electronic and print components, may not be available to customers outside the
United States.
This book is printed on acid-free paper.
1 2 3 4 5 6 7 8 9 LCR 21 20 19
ISBN 978-1-260-04364-8 (bound edition)
MHID 1-260-04364-9 (bound edition)
ISBN 978-1-260-47915-7 (loose-leaf edition)
MHID 1-260-47915-3 (loose-leaf edition)
Associate Portfolio Manager: Laura Hurst Spell
Marketing Manager: Lisa Granger
Content Project Managers: Melissa M. Leick, Keri Johnson, Karen Jozefowicz
Buyer: Sandy Ludovissy
Design: Beth Blech
Content Licensing Specialist: Sarah Flynn
Cover Image: Wholly owned
Compositor: Aptara®, Inc.
All credits appearing on page or at the end of the book are considered to be an extension of the copyright page.
Library of Congress Cataloging-in-Publication Data
Names: Lewicki, Roy J., author. | Saunders, David M., author. | Barry, Bruce,
author.
Title: Negotiation / Roy J. Lewicki, The Ohio State University, David M.
Saunders, Queen’s University, Bruce Barry, Vanderbilt University.
Description: Eighth edition. | New York, NY : McGraw-Hill Education, [2020]
Identifiers: LCCN 2018050087| ISBN 9781260043648 (alk. paper) |
ISBN 1260043649 (alk. paper)
Subjects: LCSH: Negotiation in business.
Classification: LCC HD58.6 .L49 2020 | DDC 658.4/052—dc23 LC record
available at https://lccn.loc.gov/2018050087
The Internet addresses listed in the text were accurate at the time of publication. The inclusion of a website does
not indicate an endorsement by the authors or McGraw-Hill Education, and McGraw-Hill Education does not
guarantee the accuracy of the information presented at these sites.
mheducation.com/highered
