Negotiation: Moving From Conflict to Agreement
Autor Kevin W. Rockmann, Claus W. Langfred, Matthew A. Croninen Limba Engleză Paperback – 30 apr 2020
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Specificații
ISBN-13: 9781544320441
ISBN-10: 1544320442
Pagini: 400
Dimensiuni: 187 x 232 x 17 mm
Greutate: 0.61 kg
Ediția:1
Editura: SAGE Publications
Colecția Sage Publications, Inc
Locul publicării:Thousand Oaks, United States
ISBN-10: 1544320442
Pagini: 400
Dimensiuni: 187 x 232 x 17 mm
Greutate: 0.61 kg
Ediția:1
Editura: SAGE Publications
Colecția Sage Publications, Inc
Locul publicării:Thousand Oaks, United States
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Recenzii
"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."
"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."
"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."
Cuprins
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
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
Notă biografică
Kevin W. Rockmann is professor of management at the George Mason School of
Business. His primary research area is psychological attachment and relationship formation
and as such is particularly interested in theories of identity, social exchange, and
motivation. In addition to doing lab research, he studies distributed, virtual, on-demand,
and other nontraditional work contexts. His research has appeared in Academy of Management
Review, Academy of Management Journal, Academy of Management Annals, Journal
of Applied Psychology, Organization Behavior and Human Decision Processes, Academy of Management
Discoveries, and Academy of Management Proceedings, among other outlets. His
research has also been covered by Time, the New York Times, NPR, Forbes, and the Chicago
Tribune. He designed and has taught MBA and undergraduate negotiation courses for
15 years and in the process has won six separate teaching awards. He currently serves on
the editorial boards of Academy of Management Journal, Academy of Management Review,
and Administrative Science Quarterly.
Business. His primary research area is psychological attachment and relationship formation
and as such is particularly interested in theories of identity, social exchange, and
motivation. In addition to doing lab research, he studies distributed, virtual, on-demand,
and other nontraditional work contexts. His research has appeared in Academy of Management
Review, Academy of Management Journal, Academy of Management Annals, Journal
of Applied Psychology, Organization Behavior and Human Decision Processes, Academy of Management
Discoveries, and Academy of Management Proceedings, among other outlets. His
research has also been covered by Time, the New York Times, NPR, Forbes, and the Chicago
Tribune. He designed and has taught MBA and undergraduate negotiation courses for
15 years and in the process has won six separate teaching awards. He currently serves on
the editorial boards of Academy of Management Journal, Academy of Management Review,
and Administrative Science Quarterly.
Descriere
Negotiation: Moving from Conflict to Agreement helps students see how negotiation is all around them. Using both every day and business examples, the authors emphasize not just what to do during a negotiation—but also why. With an emphasis on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand when to use certain tactics to get more.