Negotiation - Moving From Conflict to Agreement

Informationen zum Autor 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. Claus W. Langfred is associate professor of management in the School of Business at George Mason University. He received his PhD in organization behavior from Northwestern University in 1998, where he worked with the Dispute Resolution Research 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 has also appeared in multiple book chapters, been selected for the Best Paper Proceedings of the Academy of Management, and been covered in the Harvard Business Review and the Financial Times. He currently serves on the editorial boards of the Journal of Trust Research and the Journal of Organizational Behavior. He has taught negotiation for over 20 years, primarily at the MBA level, but also in other graduate and undergraduate programs, as well as to executive clients. He has received numerous teaching awards at multiple universities (Northwestern University, Washington University in St. Louis, and George Mason University) for both graduate and undergraduate classes on 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). Klappentext 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. Inhaltsverzeichnis 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 C...

List 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

Report

"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

Product details

• Authors: Matthew A. Cronin, Claus W. Langfred, Kevin W. Rockmann, Kevin W. Langfred Rockmann, Kevin W./ Langfred Rockmann
• Publisher: Sage Publications Ltd
• Languages: English
• Product format: Paperback / Softback
• Released: 31.01.2020
• EAN: 9781544320441
• ISBN: 978-1-5443-2044-1
• No. of pages: 400
• Subjects: Social sciences, law, business > Business > Management; Lebenshilfe, Persönlichkeitsentwicklung und praktische Tipps, Self-help, BUSINESS & ECONOMICS / Organizational Behavior, BUSINESS & ECONOMICS / Management, SELF-HELP / Personal Growth / General, Business Negotiation