Specifications
| Publisher | Sage Publications, Inc |
| ISBN 13 | 9781544320441 |
| ISBN 10 | 1544320442 |
| Book Subtitle | Moving From Conflict To Agreement |
| Book Description | 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. |
| Editorial Review | In focusing on the psychological dynamics underlying tactical choices in negotiations, the authors re-orient the study of negotiation in a way which enables readers to have a more holistic view on the negotiation process and better achieve their desired outcomes. -- Lindred L. Greer "By focusing on the experience of negotiating, the authors break down the artificial barrier between integrative and distributive negotiation. Focusing instead on what negotiators do, that is, understanding and convincing, students will gain deep insight into the processes of negotiation and how to put that knowledge to use." -- Laurie R. Weingart |
| About the Author | Kevin W. Rockmann is professor of management at the George Mason School ofBusiness. His primary research area is psychological attachment and relationship formationand as such is particularly interested in theories of identity, social exchange, andmotivation. In addition to doing lab research, he studies distributed, virtual, on-demand,and other nontraditional work contexts. His research has appeared in Academy of ManagementReview, Academy of Management Journal, Academy of Management Annals, Journalof Applied Psychology, Organization Behavior and Human Decision Processes, Academy of ManagementDiscoveries, and Academy of Management Proceedings, among other outlets. Hisresearch has also been covered by Time, the New York Times, NPR, Forbes, and the ChicagoTribune. He designed and has taught MBA and undergraduate negotiation courses for15 years and in the process has won six separate teaching awards. He currently serves onthe editorial boards of Academy of Management Journal, Academy of Management Review,and Administrative Science Quarterly.Claus W. Langfred is associate professor of management in the School of Businessat George Mason University. He received his PhD in organization behavior fromNorthwestern University in 1998, where he worked with the Dispute ResolutionResearch Center. His research has appeared in the Academy of Management Journal,Journal of Applied Psychology, Journal of Organizational Behavior, Journal of Management,Small Group Research, and International Journal of Conflict Management. His work hasalso appeared in multiple book chapters, been selected for the Best Paper Proceedingsof the Academy of Management, and been covered in the Harvard Business Reviewand the Financial Times. He currently serves on the editorial boards of the Journal ofTrust Research and the Journal of Organizational Behavior. He has taught negotiationfor over 20 years, primarily at the MBA level, but also in other graduate and undergraduateprograms, as well as to executive clients. He has received numerous teachingawards at multiple universities (Northwestern University, Washington University inSt. Louis, and George Mason University) for both graduate and undergraduate classeson negotiation.Matthew A. Cronin is associate professor of management in the School of Business at George Mason University. He received his PhD 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). |
| Language | English |
| Author | Kevin W. Rockmann |
| Language | English |
| Publication Date | 43935 |
| Number of Pages | 400 |
Negotiation : Moving From Conflict To Agreement Paperback English by Kevin W. Rockmann - 43935
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