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Negotiation
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Negotiation
Moving From Conflict to Agreement

Second Edition
August 2026 | 400 pages | SAGE Publications, Inc
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Negotiation: Moving From Conflict to Agreement, Second Edition, helps students see how negotiation is all around them. Using examples from both business and everyday life, authors Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin, and Jimena Ramirez Marin explain how and why negotiation tactics work and how they come together to enable successful outcomes. Focusing on the psychology of negotiation concepts such as reciprocity, uncertainty, power, and alternatives, the text teaches students how to negotiate to create value. Packed with practical advice and integrated coverage of ethics, cases, and role-playing exercises, this compelling text combines conceptual and applied approaches to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills.
 
Preface
 
Acknowledgments
 
About the Authors
 
Part I: The Prelude to Negotiation
 
Chapter 1: What Is Negotiation?
What Is Negotiation? What Is Negotiation, and Why Do We Negotiate?

 
The Mental Model of a Negotiator

 
Common Mistakes Made When Negotiating

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 2: Understanding Versus Convincing and the Basics of Negotiation
Understanding and Convincing Approaches

 
The Basics of Negotiation

 
Value in Negotiation

 
The Ethics of Negotiation

 
Chapter Summary

 
Key Terms

 
Endotes

 
 
Chapter 3: Preparing to Negotiate
Thinking About Planning

 
Components of a Negotiation Plan

 
Making a Planning Worksheet

 
Ethical Considerations in Negotiation Planning

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 4: Negotiation Mechanics
Negotiation Stages

 
Negotiation Types

 
Negotiation Logistics

 
Chapter Summary

 
Key Terms

 
Endnotes

 
 
Chapter 5: Gender, Personality, and Individual Differences
Gender Differences in Negotiation

 
Personality and Negotiation

 
Negotiating With Challenging Personalities

 
Differences in Negotiation Knowledge, Skills, and Abilities

 
Ethical Considerations and Individual Differences

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 6: Culture
Defining Culture

 
Cultural Differences

 
Cultural Differences and Negotiation

 
Managing Cross-Cultural Negotiations

 
Ethical Considerations for Managing Cross-Cultural Negotiations

 
Chapter Summary

 
Key Terms

 
Endnotes

 
 
Part II: The Negotiation Dance
 
Chapter 7: Reciprocity and Creating Value
Reciprocity Defined

 
The Paradox of Reciprocity

 
Negotiation Tactics to Leverage Reciprocity

 
The Benefits and Costs to Leveraging Reciprocity

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 8: Emotion
Understanding Affect and Emotions

 
Affect and Emotion in Negotiation

 
Negotiation Tactics Related to Emotions

 
The Benefits and Costs to Leveraging Emotions

 
Chapter Summary

 
Key Terms

 
Endnotes

 
 
Chapter 9: Intangible Interests
Intangible Interests Defined

 
Identity and Identity Threat

 
Consistency and Saving Face

 
Negotiation Tactics Related to Intangible Interests

 
The Benefits and Costs to Leveraging Intangible Interests

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 10: Interpersonal Relationships
Types of Relationships

 
Social Exchange, Trust, and Liking

 
Negotiating Tactics Related to Interpersonal Relationships

 
The Benefits and Costs to Leveraging Relationships

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 11: Uncertainty
Introduction to Uncertainty

 
Uncertainty, Anxiety, and Sensemaking

 
Negotiation Tactics That Leverage Uncertainty

 
The Benefits and Costs to Leveraging Uncertainty

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Chapter 12: Power
Introduction to Power

 
Types of Power

 
Power in Context

 
Negotiation Tactics Related to Power

 
The Benefits and Costs to Leveraging Power

 
Chapter Summary

 
Key Terms

 
Endnotes

 
 
Chapter 13: BATNA
Introduction to BATNA

 
BATNA and Opportunity Costs

 
Why BATNA Works

 
Negotiation Tactics Related to BATNA

 
The Benefits and Costs to Leveraging BATNA

 
Chapter Summary

 
Key Terms

 
Endnotes

 
 
Chapter 14: Goals and Motivation
Introduction to Goals and Motivation

 
How Do Goals and Motivation Work in Negotiations?

 
Negotiation Tactics Related to Goals and Motivation

 
The Benefits and Costs to Leveraging Goals and Motivation

 
Chapter Review

 
Key Terms

 
Endnotes

 
 
Supplements
Supplement A: Negotiating for a Job

 
Supplement B: Brief Cases

 
Supplement C: Integrated Case: A Buyer-Supplier Contract Negotiation

 
Supplement D: Negotiation Tactics

 
Endnotes

 
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.
  • A negotiation planning worksheet in Chapter 3 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 III covers key concepts, negotiating tactics, benefits and costs, and ethical considerations. 
  • Unique chapters on Culture, Emotion, and Individual Differences help students understand how differences like personality, gender, emotions, and culture affect negotiation.   
  • Role-Play Exercises included with the book's instructor resources provide fun, realistic scenarios for students to practice developing their negotiating skills. 
NEW TO THE SECOND EDITION:
  • Sage Vantage, new for the second edition, offers comprehensive assessment and role-playing simulations and video activities on key concepts. 
  • A new three-part framework moves from The Prelude of Negotiation, to the Context of Negotiation, to the Negotiation Dance.
  • Each chapter has been revised to align key learning objectives with major section headings to ensure consistency between text content and assessment.
  • There is a new chapter on Negotiation Mechanics (Chapter 4). This chapter covers information about the stages of negotiation, different popular types of negotiations (including negotiating with the help of a third party, negotiating in teams, multiparty negotiation, and negotiating through agents), and the logistics of negotiation such as where and when to meet.
  • Chapter 6 on Culture has been extensively revised to incorporate recent research findings and insights from management scholars.
  • We have added a new dedicated chapter on Emotion (Chapter 8). Emotion is such a critical part of negotiation and negotiator behavior we felt it was critical to discuss the research in this area as well as tactics related to expressing and managing emotion.
  • We have added a new supplement (Appendix D) listing the negotiation tactics covered in this book. This can be a helpful tool when planning for negotiation so that you do not have to comb through each chapter to find the tactics.
  • Throughout the book, we have updated and diversified many of the negotiation examples to make them as inclusive and current as possible. Special attention has been paid to diversity in scenarios and characters that students can better relate to; heightened gender and age sensitivity in the contexts of power and culture, additional coverage of international negotiation; and enhanced coverage of public and non-profit business sectors.  
Vantage Reference: 
Negotiation - Vantage Learning Platform