Instructor Manual for Negotiation Moving From Conflict to Agreement 1st Edition By Kevin Rockmann, Claus Langfred, Matthew Cronin
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- Pages
- 126
- File size
- 2.16 MB
- Format
- Digital PDF
- Course
- Education
- Category
- INSTRUCTOR MANUALS
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About this ebook
Instructor Manual for Negotiation: Moving From Conflict to Agreement (1st Edition) by Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin is an applied, psychology-focused textbook published by SAGE Publications. It is designed to help students and professionals recognize daily negotiation opportunities and transition from adversarial conflict to collaborative value creation. [1, 2, 3, 4, 5]
📚 Core Book Overview
- Key Focus: The book explores the psychological levers of negotiation, emphasizing when and why to use specific tactics rather than just memorizing behaviors. [1]
- Core Psychological Levers: Power, reciprocity, uncertainty, and alternatives. [1]
- The "Puzzle" Approach: It reframes negotiation away from a competitive "tug-of-war" and presents it as a collaborative puzzle designed to expand the pie for all parties. [1, 2]
- Pedagogical Features: It includes real-world business cases, ethical coverage, and role-playing exercises. [1]
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