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Negotiation
Moving From Conflict to Agreement
First Edition
- Kevin W. Rockmann - George Mason University, USA, George Mason University
- Claus W. Langfred - George Mason University
- Matthew A. Cronin - George Mason University
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.
Included with this title:
The password-protected Instructor Resource Site (formally known as Sage Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides. Learn more.
Included with this title:
The password-protected Instructor Resource Site (formally known as Sage Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides. Learn more.
Preface
Acknowledgments
About the Authors
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 • Mediation and Arbitration
CHAPTER 8 • Formal Power
SUPPLEMENT E • “Hardball” Tactics of Negotiation
CHAPTER 9 • Alternatives
SUPPLEMENT F • Resource and Time Constraints
CHAPTER 10 • Persistence and Goals
SECTION III • MANAGING YOUR NEGOTIATION
CHAPTER 11 • Individual Differences
CHAPTER 12 • Culture
Appendix 1: Mini Cases
Appendix 2: Elqui Terra Case
Appendix 3: Job Negotiations
Glossary
Notes
Index
Supplements
Instructor Resource Site
edge.sagepub.com/rockmann
The open-access Student Study Site makes it easy for students to maximize their study time, anywhere, anytime. It offers flashcards that strengthen understanding of key terms and concepts, as well as learning objectives that reinforce the most important material.
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.
edge.sagepub.com/rockmann
The open-access Student Study Site makes it easy for students to maximize their study time, anywhere, anytime. It offers flashcards that strengthen understanding of key terms and concepts, as well as learning objectives that reinforce the most important material.
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.
Student Study Site
edge.sagepub.com/rockmann
The open-access Student Study Site makes it easy for students to maximize their study time, anywhere, anytime. It offers flashcards that strengthen understanding of key terms and concepts, as well as learning objectives that reinforce the most important material.
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.
edge.sagepub.com/rockmann
The open-access Student Study Site makes it easy for students to maximize their study time, anywhere, anytime. It offers flashcards that strengthen understanding of key terms and concepts, as well as learning objectives that reinforce the most important material.
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.
"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."
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."
Ross School of Business, University of Michigan
The book provides good examples on negotiation levers.
Faculty of Economics, Vilnius University
November 15, 2022
Sample Materials & Chapters
Chapter 1. How to Think About Negotiation
Chapter 2. Negotiation Fundamentals
Sage College Publishing
