Negotiation
Moving From Conflict to Agreement
- Kevin W. Rockmann - George Mason University, USA
- Claus W. Langfred - George Mason University
- Matthew A. Cronin - George Mason University
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.
Supplements
edge.sagepub.com/rockmann
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.
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.
edge.sagepub.com/rockmann
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.
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.
"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."
"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."
The book provides good examples on negotiation levers.
Sample Materials & Chapters
Chapter 1. How to Think About Negotiation
Chapter 2. Negotiation Fundamentals