Negotiation
Moving From Conflict to Agreement
First Edition
Claus W. Langfred
- George Mason University
Matthew A. Cronin
- George Mason University
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Go to College Publishing WebsiteDescription
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.
Contents
Preface
Preface
Acknowledgments
Acknowledgments
About the Authors
About the Authors
SECTION I • INTRODUCTION TO NEGOTIATION
- CHAPTER 1 • How to Think About Negotiation
- What Is a Negotiation, and Why Do We Negotiate?
- Common Mistakes Made When Negotiating
- Chapter Review
- CHAPTER 2 • Negotiation Fundamentals
- Approaches to Negotiation
- The Basics of Negotiation
- Preparing for the Ethics of Negotiation
- Chapter Review
- CHAPTER 3 • Planning to Negotiate
- Introduction to Negotiation Planning
- Thinking About Planning
- Information Gathering
- Building a Negotiation Plan
- Making a Planning Worksheet
- Ethical Considerations
- Chapter Review
SECTION II • NEGOTIATION LEVERS
- CHAPTER 4 • Reciprocity
- Introduction to Reciprocity
- Negotiation Tactics
- Benefits to Leveraging Reciprocity
- Costs to Leveraging Reciprocity
- Ethical Considerations
- Chapter Review
- SUPPLEMENT A • The Stages of Negotiation
- CHAPTER 5 • Intangible Interests
- Introduction to Intangible Interests
- Negotiation Tactics
- Benefits to Leveraging Intangible Interests
- Costs to Leveraging Intangible Interests
- Ethical Considerations
- Chapter Review
- SUPPLEMENT B • Negotiation and Technology
- CHAPTER 6 • Relationships
- Introduction to Relationships
- Negotiating Tactics
- Benefits to Leveraging Relationships
- Costs to Leveraging Relationships
- Ethical Considerations
- Chapter Review
- SUPPLEMENT C • Negotiating With More Than One Person
- CHAPTER 7 • Uncertainty
- Introduction to Uncertainty
- Negotiation Tactics
- Benefits to Leveraging Uncertainty
- Costs to Leveraging Uncertainty
- Ethical Considerations
- Chapter Review
- SUPPLEMENT D • Mediation and Arbitration
- CHAPTER 8 • Formal Power
- Introduction to Formal Power
- Negotiation Tactics
- Benefits to Leveraging Formal Power
- Costs to Leveraging Formal Power
- Ethical Considerations
- Chapter Review
- SUPPLEMENT E • “Hardball” Tactics of Negotiation
- CHAPTER 9 • Alternatives
- Introduction to Alternatives
- Negotiation Tactics
- Benefits to Leveraging Alternatives
- Costs to Leveraging Alternatives
- Ethical Considerations
- Chapter Review
- SUPPLEMENT F • Resource and Time Constraints
- CHAPTER 10 • Persistence and Goals
- Introduction to Persistence and Goals
- Negotiation Tactics
- Benefits to Leveraging Persistence
- Costs to Leveraging Persistence
- Ethical Considerations
- Chapter Review
SECTION III • MANAGING YOUR NEGOTIATION
- CHAPTER 11 • Individual Differences
- Gender and Sex Differences
- Personality
- Emotions
- Differences in Negotiation Ability
- Ethical Considerations
- Chapter Review
- CHAPTER 12 • Culture
- Culture as Context
- Defining Culture
- Dimensions of Culture
- Implications of Cultural Differences
- Culture and Emotion
- Local, Organizational, and Team Cultures
- Advice for Cross-Cultural Negotiations
- Ethical Considerations
- Chapter Review
Appendix 1: Mini Cases
Appendix 1: Mini Cases
Appendix 2: Elqui Terra Case
Appendix 2: Elqui Terra Case
Appendix 3: Job Negotiations
Appendix 3: Job Negotiations
Glossary
Glossary
Notes
Notes
Index
Index
Additional materials
Description
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.
Contents
Preface
Preface
Acknowledgments
Acknowledgments
About the Authors
About the Authors
SECTION I • INTRODUCTION TO NEGOTIATION
- CHAPTER 1 • How to Think About Negotiation
- What Is a Negotiation, and Why Do We Negotiate?
- Common Mistakes Made When Negotiating
- Chapter Review
- CHAPTER 2 • Negotiation Fundamentals
- Approaches to Negotiation
- The Basics of Negotiation
- Preparing for the Ethics of Negotiation
- Chapter Review
- CHAPTER 3 • Planning to Negotiate
- Introduction to Negotiation Planning
- Thinking About Planning
- Information Gathering
- Building a Negotiation Plan
- Making a Planning Worksheet
- Ethical Considerations
- Chapter Review
SECTION II • NEGOTIATION LEVERS
- CHAPTER 4 • Reciprocity
- Introduction to Reciprocity
- Negotiation Tactics
- Benefits to Leveraging Reciprocity
- Costs to Leveraging Reciprocity
- Ethical Considerations
- Chapter Review
- SUPPLEMENT A • The Stages of Negotiation
- CHAPTER 5 • Intangible Interests
- Introduction to Intangible Interests
- Negotiation Tactics
- Benefits to Leveraging Intangible Interests
- Costs to Leveraging Intangible Interests
- Ethical Considerations
- Chapter Review
- SUPPLEMENT B • Negotiation and Technology
- CHAPTER 6 • Relationships
- Introduction to Relationships
- Negotiating Tactics
- Benefits to Leveraging Relationships
- Costs to Leveraging Relationships
- Ethical Considerations
- Chapter Review
- SUPPLEMENT C • Negotiating With More Than One Person
- CHAPTER 7 • Uncertainty
- Introduction to Uncertainty
- Negotiation Tactics
- Benefits to Leveraging Uncertainty
- Costs to Leveraging Uncertainty
- Ethical Considerations
- Chapter Review
- SUPPLEMENT D • Mediation and Arbitration
- CHAPTER 8 • Formal Power
- Introduction to Formal Power
- Negotiation Tactics
- Benefits to Leveraging Formal Power
- Costs to Leveraging Formal Power
- Ethical Considerations
- Chapter Review
- SUPPLEMENT E • “Hardball” Tactics of Negotiation
- CHAPTER 9 • Alternatives
- Introduction to Alternatives
- Negotiation Tactics
- Benefits to Leveraging Alternatives
- Costs to Leveraging Alternatives
- Ethical Considerations
- Chapter Review
- SUPPLEMENT F • Resource and Time Constraints
- CHAPTER 10 • Persistence and Goals
- Introduction to Persistence and Goals
- Negotiation Tactics
- Benefits to Leveraging Persistence
- Costs to Leveraging Persistence
- Ethical Considerations
- Chapter Review
SECTION III • MANAGING YOUR NEGOTIATION
- CHAPTER 11 • Individual Differences
- Gender and Sex Differences
- Personality
- Emotions
- Differences in Negotiation Ability
- Ethical Considerations
- Chapter Review
- CHAPTER 12 • Culture
- Culture as Context
- Defining Culture
- Dimensions of Culture
- Implications of Cultural Differences
- Culture and Emotion
- Local, Organizational, and Team Cultures
- Advice for Cross-Cultural Negotiations
- Ethical Considerations
- Chapter Review
Appendix 1: Mini Cases
Appendix 1: Mini Cases
Appendix 2: Elqui Terra Case
Appendix 2: Elqui Terra Case
Appendix 3: Job Negotiations
Appendix 3: Job Negotiations
Glossary
Glossary
Notes
Notes
Index
Index
Additional materials
Reviews
Negotiation
Moving From Conflict to Agreement
December 2019 | 400 pages | Sage US
| Format | Published Date | ISBN | Price |
|---|
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.
Table Of Contents:
- Preface
- Acknowledgments
- About the Authors
- SECTION I • INTRODUCTION TO NEGOTIATION
- CHAPTER 1 • How to Think About Negotiation
- What Is a Negotiation, and Why Do We Negotiate?
- Common Mistakes Made When Negotiating
- Chapter Review
- CHAPTER 2 • Negotiation Fundamentals
- Approaches to Negotiation
- The Basics of Negotiation
- Preparing for the Ethics of Negotiation
- Chapter Review
- CHAPTER 3 • Planning to Negotiate
- Introduction to Negotiation Planning
- Thinking About Planning
- Information Gathering
- Building a Negotiation Plan
- Making a Planning Worksheet
- Ethical Considerations
- Chapter Review
- SECTION II • NEGOTIATION LEVERS
- CHAPTER 4 • Reciprocity
- Introduction to Reciprocity
- Negotiation Tactics
- Benefits to Leveraging Reciprocity
- Costs to Leveraging Reciprocity
- Ethical Considerations
- Chapter Review
- SUPPLEMENT A • The Stages of Negotiation
- CHAPTER 5 • Intangible Interests
- Introduction to Intangible Interests
- Negotiation Tactics
- Benefits to Leveraging Intangible Interests
- Costs to Leveraging Intangible Interests
- Ethical Considerations
- Chapter Review
- SUPPLEMENT B • Negotiation and Technology
- CHAPTER 6 • Relationships
- Introduction to Relationships
- Negotiating Tactics
- Benefits to Leveraging Relationships
- Costs to Leveraging Relationships
- Ethical Considerations
- Chapter Review
- SUPPLEMENT C • Negotiating With More Than One Person
- CHAPTER 7 • Uncertainty
- Introduction to Uncertainty
- Negotiation Tactics
- Benefits to Leveraging Uncertainty
- Costs to Leveraging Uncertainty
- Ethical Considerations
- Chapter Review
- SUPPLEMENT D • Mediation and Arbitration
- CHAPTER 8 • Formal Power
- Introduction to Formal Power
- Negotiation Tactics
- Benefits to Leveraging Formal Power
- Costs to Leveraging Formal Power
- Ethical Considerations
- Chapter Review
- SUPPLEMENT E • “Hardball” Tactics of Negotiation
- CHAPTER 9 • Alternatives
- Introduction to Alternatives
- Negotiation Tactics
- Benefits to Leveraging Alternatives
- Costs to Leveraging Alternatives
- Ethical Considerations
- Chapter Review
- SUPPLEMENT F • Resource and Time Constraints
- CHAPTER 10 • Persistence and Goals
- Introduction to Persistence and Goals
- Negotiation Tactics
- Benefits to Leveraging Persistence
- Costs to Leveraging Persistence
- Ethical Considerations
- Chapter Review
- SECTION III • MANAGING YOUR NEGOTIATION
- CHAPTER 11 • Individual Differences
- Gender and Sex Differences
- Personality
- Emotions
- Differences in Negotiation Ability
- Ethical Considerations
- Chapter Review
- CHAPTER 12 • Culture
- Culture as Context
- Defining Culture
- Dimensions of Culture
- Implications of Cultural Differences
- Culture and Emotion
- Local, Organizational, and Team Cultures
- Advice for Cross-Cultural Negotiations
- Ethical Considerations
- Chapter Review
- Appendix 1: Mini Cases
- Appendix 2: Elqui Terra Case
- Appendix 3: Job Negotiations
- Glossary
- Notes
- Index
Recent Product Reviews:
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.
Professor 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.
Professor Lindred L. Greer, Ross School of Business, University of Michigan