Negotiation : how to move from conflict to agreement /: how to move from conflict to agreement. (2020)

• Record Type: Book
• Further Information: Note: Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin.
• Authors: Rockmann, Kevin W; Langfred, Claus W; (Professor of management), Cronin, Matthew A
• 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;
• Edition: 1st
• Publisher Details: Los Angeles : SAGE
• Publication Date: 2020
• Extent: 1 online resource
• Subjects: 158.5; Negotiation in business; Negotiation; Conflict management
• Languages: English
• ISBNs: 9781544397474
• Related ISBNs: 9781544320441
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.