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Moving From Conflict to Agreement

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January 2020 | 400 pages | SAGE Publications, Inc
Negotiation: Moving from Conflict to Agreement helps students see how negotiation is all around them. Using every day and business examples, authors Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills. 

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Section I: Introduction to Negotiation
Chapter 1: How to Think About Negotiation
Chapter 2: Negotiation Fundamentals
Chapter 3: Planning to Negotiate
Section II: Negotiation Levers
Chapter 4: Reciprocity
Supplement A: The Stages of Negotiation

Chapter 5: Intangible Interests
Supplement B: Negotiation and Technology

Chapter 6: Relationships
Supplement C: Negotiating with More than One Person

Chapter 7: Uncertainty
Supplement D: Using Third Parties in Negotiation

Chapter 8: Formal Power
Supplement E: "Hardball" Tactics of Negotiation

Chapter 9: Alternatives
Supplement F: Resource and Time Constraints

Chapter 10: Persistence
Section III: Managing Your Negotiation
Chapter 11: Individual Differences
Chapter 12: Culture
Appendix 1: Mini Cases
Appendix 2: Comprehensive Case
Appendix 3: Job Negotiations


Instructor Resource Site
SAGE Edge for instructors supports your teaching by making it easy to integrate quality content and create a rich learning environment for students with:
  • a password-protected site for complete and protected access to all text-specific instructor resources;  
  • test banks that provide a diverse range of ready-to-use options that save you time. You can also easily edit any question and/or insert your own personalized questions;
  • editable, chapter-specific PowerPoint® slides that offer complete flexibility for creating a multimedia presentation for your course;
  • case notes provide analysis and answers to in-text case studies; and
  • teaching notes for Role-Play Exercises give instructors instructions and teaching tips for assigning and facilitating role-play exercises. 
Student Study Site
SAGE Edge for students enhances learning, it’s easy to use, and offers:
  • an open-access site that makes it easy for students to maximize their study time, anywhere, anytime;
  • eFlashcards that strengthen understanding of key terms and concepts;
  • eQuizzes that allow students to practice and assess how much they’ve learned and where they need to focus their attention; and
  • multimedia resources that facilitate further exploration of topics.

"By focusing on the experience of negotiating, the authors break down the artificial barrier between integrative and distributive negotiation. Focusing instead on what negotiators do, that is, understanding and convincing, students will gain deep insight into the processes of negotiation and how to put that knowledge to use."

Laurie R. Weingart
Tepper School of Business, Carnegie Mellon University

"In focusing on the psychological dynamics underlying tactical choices in negotiations, the authors re-orient the study of negotiation in a way which enables readers to have a more holistic view on the negotiation process and better achieve their desired outcomes."

Lindred L. Greer
Ross School of Business, University of Michigan
Key features
  • Chapter-opening cases at the beginning of the chapter are revisited throughout the chapter so students can see how various concepts apply to a single situation.
  • Role-Play Exercises provide fun, realistic scenarios for students to practice developing their negotiating skills. 
  • Negotiation planning worksheet helps students think through issues, interests, goals, alternatives, and tactics before entering a negotiation.   
  • Integrated coverage of ethics emphasizes the importance of understanding ethical concerns in all aspects of negotiation. 
  • Consistent chapter structure in Part II covers key concepts, negotiating tactics, benefits and costs, and ethical considerations for each negotiation lever. 
  • Chapter on Individual Differences and Chapter on Culture help students understand how differences like personality, gender, emotions, and culture effects negotiation.   
  • Chapter supplements provide deep dives into important topics like technology, multi-party negotiation, and mediation and arbitration.

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ISBN: 9781544320441