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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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 Power Point® slides.
Mục lục
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
Giới thiệu về tác giả
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 Carnegie Mellon University in 2004. His research has appeared in Academy of Management Review, Organizational Behavior and Human Decision Processes, Journal of Organizational Behavior, Academy of Management Annals, and Management Science and has been presented at the World Economic Forum in Davos, Switzerland. He has served on the editorial boards of Negotiation and Conflict Management Research, Organizational Behavior and Human Decision Processes, Management Science, Academy of Management Review and is currently an associate editor at Organizational Psychology Review. He has won numerous teaching awards and is the coauthor (with Jeffrey Loewenstein) of The Craft of Creativity (Stanford University Press, 2018).
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