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.

Table of Contents:
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