Negotiation

Moving From Conflict to Agreement

Negotiation: Moving From Conflict to Agreement, Second Edition, helps students see how negotiation is all around them. Using examples from both business and everyday life, authors Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin, and Jimena Ramirez Marin explain how and why negotiation tactics work and how they come together to enable successful outcomes. Focusing on the psychology of negotiation concepts such as reciprocity, uncertainty, power, and alternatives, the text teaches students how to negotiate to create value. Packed with practical advice and integrated coverage of ethics, cases, and role-playing exercises, this compelling text combines conceptual and applied approaches to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills.