Description: Negotiation : Moving from Conflict to Agreement, Paperback by Rockmann, Kevin W.; Langfred, Claus W.; Cronin, Matthew A., ISBN 1544320442, ISBN-13 9781544320441, Like New Used, Free shipping in the US "Negotiation: How to Move from Conflict to Agreement helps students see how negotiation is all around them. Using both everyday and business examples, Kevin W. Rockmann, Clause W. Langfred, and Matthew A. Cronin 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. Packed with practical advice, integratedcoverage of ethics, cases, and role-playing exercises, this compelling new text takes a applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills. Key Features: - Chapter-opening cases at the beginning of the chapter are revisited throughout the chapter so students can see how various concepts apply to a situation - Role Play Exercises provide realistic scenarios for students to practice negotiation tactics - Chapter supplements provide deep dives into important topics like technology, negotiating with more than one person, and mediation and arbitration - Appendices include six mini cases, one comprehensive case, and helpful tips for salary negotiations"--
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Book Title: Negotiation : Moving from Conflict to Agreement
Number of Pages: 400 Pages
Publication Name: Negotiation : Moving from Conflict to Agreement
Language: English
Publisher: SAGE Publications, Incorporated
Publication Year: 2020
Item Height: 0.5 in
Subject: Communication Studies, General, Negotiating, Interpersonal Relations
Type: Not Available
Item Weight: 23 Oz
Item Length: 9.2 in
Author: Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin
Subject Area: Référence, Language Arts & Disciplines, Psychology, Business & Economics
Item Width: 7.5 in
Format: Book, Other
