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Negotiation
Moving From Conflict to Agreement

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March 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. 

Give your students the SAGE Edge!

SAGE Edge offers a robust online environment featuring an impressive array of free tools and resources for review, study, and further exploration, keeping both instructors and students. Learn more: edge.sagepub.com/rockmann 
 
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
SAGE Edge for instructors supports your teaching by making it easy to integrate quality content and create a rich learning environment for students with:
  • a password-protected site for complete and protected access to all text-specific instructor resources;  
  • test banks that provide a diverse range of ready-to-use options that save you time. You can also easily edit any question and/or insert your own personalized questions;
  • editable, chapter-specific PowerPoint® slides that offer complete flexibility for creating a multimedia presentation for your course;
  • case notes provide analysis and answers to in-text case studies; and
  • teaching notes for Role-Play Exercises give instructors instructions and teaching tips for assigning and facilitating role-play exercises. 
Student Study Site
SAGE Edge for students enhances learning, it’s easy to use, and offers:
  • an open-access site that makes it easy for students to maximize their study time, anywhere, anytime;
  • eFlashcards that strengthen understanding of key terms and concepts;
  • eQuizzes that allow students to practice and assess how much they’ve learned and where they need to focus their attention; and
  • multimedia resources that facilitate further exploration of topics.
 

"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

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Paperback
ISBN: 9781544320441
£80.00