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Moving From Conflict to Agreement

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January 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. 

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About the Authors
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

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

CHAPTER 11 • Individual Differences
Gender and Sex Differences



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


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"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."

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."

Lindred L. Greer
Ross School of Business, University of Michigan

Kevin Walter Rockmann

Kevin W. Rockmann is professor of management at the George Mason School ofBusiness. His primary research area is psychological attachment and relationship formationand as such is particularly interested in theories of identity, social exchange, andmotivation. In addition to doing lab research, he studies distributed, virtual, on-demand,and other nontraditional work contexts. His research has appeared in Academy of ManagementReview, Academy of Management Journal, Academy of Management Annals, Journalof Applied Psychology, Organization Behavior and Human Decision Processes, Academy of ManagementDiscoveries, and Academy of Management... More About Author

Claus W. Langfred

Claus W. Langfred is associate professor of management in the School of Businessat George Mason University. He received his PhD in organization behavior fromNorthwestern University in 1998, where he worked with the Dispute ResolutionResearch Center. His research has appeared in the Academy of Management Journal,Journal of Applied Psychology, Journal of Organizational Behavior, Journal of Management,Small Group Research, and International Journal of Conflict Management. His work hasalso appeared in multiple book chapters, been selected for the Best Paper Proceedingsof the Academy of Management, and been covered in the Harvard Business... More About Author

Matthew A. Cronin

Matthew A. Cronin is associate professor of management in the School of Business at George Mason University. He received his PhD in organizational behavior from Carnegie Mellon University in 2004. His research has appeared in Academy of Management Review, Organizational Behavior and Human Decision Processes, Journal of Organizational Behavior, Academy of Management Annals, and Management Science and has been presented at the World Economic Forum in Davos, Switzerland. He has served on the editorial boards of Negotiation and Conflict Management Research, Organizational Behavior and Human Decision Processes, Management Science, Academy of... More About Author

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ISBN: 9781544320441