Negotiation
eBook - ePub

Negotiation

Moving From Conflict to Agreement

Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin

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  1. 400 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Negotiation

Moving From Conflict to Agreement

Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin

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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.

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Information

Publisher
SAGE Publications, Inc
Year
2019
ISBN
9781544397474
Edition
1
Topic
Negocios y empresa
Subtopic
Gestión

Table of contents