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Negotiation
Moving From Conflict to Agreement
- Kevin W. Rockmann - George Mason University
- Claus W. Langfred - George Mason University
- Matthew A. Cronin - George Mason University
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April 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.
Give your students the SAGE Edge!
SAGE Edge offers a robust online environment featuring an impressive array of free tools and resources for review, study, and further exploration, keeping both instructors and students. Learn more: edge.sagepub.com/rockmann
Give your students the SAGE Edge!
SAGE Edge offers a robust online environment featuring an impressive array of free tools and resources for review, study, and further exploration, keeping both instructors and students. Learn more: edge.sagepub.com/rockmann
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
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- teaching notes for Role-Play Exercises give instructors instructions and teaching tips for assigning and facilitating role-play exercises.
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- 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."
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
Sample Materials & Chapters
Chapter 1. How to Think About Negotiation
Chapter 2. Negotiation Fundamentals