Negotiation
Creating Agreements in Business and Life
Brad Winn
- Utah State University, USA
Marc Sokol
- Sage Consulting Resources, LLC
If you’re in North America, please visit our Sage College Publishing website to purchase or sample this book:
Go to College Publishing WebsiteDescription
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. Select the Resources tab on this page to learn more.
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. Select the Resources tab on this page to learn more.
Contents
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
Additional materials
Description
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. Select the Resources tab on this page to learn more.
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. Select the Resources tab on this page to learn more.
Contents
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
Additional materials
Reviews
September 2023 | 472 pages | Sage US
| Format | Published Date | ISBN | Price |
|---|
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. Select the Resources tab on this page to learn more.
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. Select the Resources tab on this page to learn more.
Table Of Contents:
- 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
Recent Product Reviews:
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