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Negotiation

1st Edition

Moving From Conflict to Agreement

Kevin W. Rockmann; Claus W. Langfred; Matthew A. Cronin
eISBN-13: 9781544397481

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Additional Book Details

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. 





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Sold By SAGE Publications
ISBNs 9781544320441, 9781544320441, 9781544397481, 9781071828441, 1544397488
Language English
Number of Pages 400
Edition 1st