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Negotiation
Creating Agreements in Business and Life


Courses:
Negotiation

October 2023 | 472 pages | SAGE Publications, Inc
Negotiation is much more than making a deal; it's a life skill.

Negotiation: Creating Agreements in Business and Life explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved.

Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life.

Included with this title:

LMS Cartridge:
Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.

 
SECTION 1: INTRODUCTION
 
Chapter 1: Negotiations: Let’s Make a Deal!
 
Chapter 2: The Value of Negotiating: Getting the Real Deal
 
SECTION 2: NEGOTIATION BASE CAMP
 
Chapter 3: Preparing to Negotiate: Getting Ready
 
Chapter 4: Dividing Up the Pie: Getting Your Fair Share
 
Chapter 5: Creating Win-Win Agreements: Getting Creative
 
SECTION 3: NEGOTIATION MASTER CAMP
 
Chapter 6: Negotiation Styles: Getting to Your Strengths
 
Chapter 7: The Psychology of Persuasion: Getting into their Heads
 
Chapter 8: Communication & Trust: Getting Understanding
 
Chapter 9: Power and Ethics: Getting Empowered
 
Chapter 10: Leadership & Career Negotiations: Getting It Done
 
SECTION 4: NEGOTIATION CHALLENGE CAMP
 
Chapter 11: Managing Conflict and Mediation: Getting to Agreement
 
Chapter 12: Negotiating in Special Situations: Getting Specialized

Supplements

Instructor Resource Site
Online resources included with this text

The online resources for your text are available via the password-protected Instructor Resource Site, which offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.

Comprehensive coverage of negotiating from start to finish

Laura Dendinger
Wayne State College

An approachable, engaging and applied textbook on negotiation.

Barry Nocks, Professor Emeritus,
Clemson University

This book is an excellent introductory text to the area of negotiations. Reading this book would benefit any undergraduate student.

William S. Brown
Marist College

The authors have a conversational style which I think is not only very accessible for undergraduate students, but which is also something that would appeal very much to them. I can tell by reading this textbook that the authors genuinely care about students and their learning outcomes.  Believe me, this isn’t always the case when I read a textbook!

Riley Dugan
University of Dayton

This book’s organization is unique with its focus on foundational skills that build to more complex skills. This differs from texts that are thematic in their approach, which tackle power, ethics, bias, in a more linear fashion.  

Lauren M. Edelstien
University of Maryland

An easy-to-read guide that provides a basic foundation and review of key negotiation concepts. The book helps illuminate the importance of reflection and mindful negotiating.

Nicole C. Jackson
Menlo College
Key features
  • Emphasizes how negotiation can create new value that leads to positive outcomes and stronger relationships.
  • Each chapter is organized around a grounded learning model that includes five steps: recall, learn, teach, assess, and apply.
  • Real-world examples, cases, and role-play exercises allow students to practice their negotiation skills and learn from their mistakes.

For instructors

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ISBN: 9781071834510

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ISBN: 9781544361857
$115.00