Negotiation : moving from conflict to agreement / Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin.

Format:

Book

Author/Creator:

Rockmann, Kevin W., author.

Langfred, Claus W., author.

Cronin, Matthew A. (Professor of management), author.

Series:

Sage knowledge.

Language:

English

Subjects (All):

Negotiation in business.

Negotiation.

Conflict management.

Physical Description:

1 online resource (371 pages) : illustrations

Place of Publication:

Los Angeles, CA : SAGE Publications, Incorporated, 2021.

Summary:

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. Included with this title: 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 PowerPoint® slides. Learn more.

Notes:

Part of the SAGE Knowledge collection.

Description based on XML content.

Other Format:

Print version :

ISBN:

9781544397504 :

OCLC:

1289850453

Access Restriction:

Restricted for use by site license.