![Negotiation](https://img.perlego.com/book-covers/3798889/9781544397474_300_450.webp)
Negotiation
Moving From Conflict to Agreement
Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin
- 400 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Negotiation
Moving From Conflict to Agreement
Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin
About This Book
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.
Frequently asked questions
Information
Table of contents
- Cover
- Half Title
- Publisher Note
- Title Page
- Copyright Page
- Brief Contents
- Detailed Contents
- 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
- Index