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Moving From Conflict to Agreement

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. 

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. Learn more.

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


Instructor Resource Site

Online resources included with this text

The online resources for your text are available via the password-protected Instructor Resource Site, which offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.
Student Study Site

The open-access Student Study Site makes it easy for students to maximize their study time, anywhere, anytime. It offers flashcards that strengthen understanding of key terms and concepts, as well as learning objectives that reinforce the most important material.

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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

The book provides good examples on negotiation levers.

Mr Kestutis Kazlauskas
Faculty of Economics, Vilnius University
November 15, 2022
Key features
  • Chapter-opening cases at the beginning of the chapter are revisited throughout the chapter so students can see how various concepts apply to a single situation.
  • Role-Play Exercises provide fun, realistic scenarios for students to practice developing their negotiating skills. 
  • Negotiation planning worksheet helps students think through issues, interests, goals, alternatives, and tactics before entering a negotiation.   
  • Integrated coverage of ethics emphasizes the importance of understanding ethical concerns in all aspects of negotiation. 
  • Consistent chapter structure in Part II covers key concepts, negotiating tactics, benefits and costs, and ethical considerations for each negotiation lever. 
  • Chapter on Individual Differences and Chapter on Culture help students understand how differences like personality, gender, emotions, and culture effects negotiation.   
  • Chapter supplements provide deep dives into important topics like technology, multi-party negotiation, and mediation and arbitration.

For instructors

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ISBN: 9781544397481

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