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Negotiation
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Negotiation
Moving From Conflict to Agreement

First Edition
December 2019 | 400 pages | SAGE Publications, Inc
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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. 


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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

The book provides good examples on negotiation levers.

Mr Kestutis Kazlauskas
Faculty of Economics, Vilnius University
November 15, 2022
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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.

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