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 c...
विषयसूची
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...
लेखक के बारे में
Matthew A. Cronin is associate professor of management in the School of Business at George Mason University. He received his Ph D in organizational behavior from Ca...