Negotiation

Kevin W. Rockmann - George Mason University, USA
Claus W. Langfred - George Mason University
Matthew A. Cronin - George Mason University

Courses:
Labor Relations & Collective Bargaining | Managerial Communication | Negotiation | Quantitative/Statistical Research in Business & Management |

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.

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ISBN: 9781544320441	Paperback	Suggested Retail Price: $125.00	Bookstore Price: $100.00
ISBN: 9781544397481	Electronic Version	Suggested Retail Price: $89.90	Bookstore Price: $71.92

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Preface

Acknowledgments

About the Authors

SECTION I • INTRODUCTION TO NEGOTIATION

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

SECTION II • NEGOTIATION LEVERS

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

SECTION III • MANAGING YOUR NEGOTIATION

CHAPTER 11 • Individual Differences

Gender and Sex Differences

Personality

Emotions

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

Glossary

Notes

Index

Supplements

Instructor Resource Site
edge.sagepub.com/rockmann

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
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.

The book provides good examples on negotiation levers.

Mr Kestutis Kazlauskas

Faculty of Economics, Vilnius University

November 15, 2022

Report this review

Key features

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.

Sample Materials & Chapters

Chapter 1. How to Think About Negotiation

Chapter 2. Negotiation Fundamentals

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Negotiation
Moving From Conflict to Agreement

Supplements

Sample Materials & Chapters

For instructors

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