Negotiation: Moving From Conflict to Agreement

Product Description

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.

Review

“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

“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.”
— Lindred L. Greer

About the Author

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 D