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Test Bank for Negotiation: Moving From Conflict to Agreement 1st Edition By Kevin Rockmann, Claus Langfred, Matthew Cronin

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Document details

Pages: 234
File size: 2.78 MB
Format: Digital PDF
Course: Education
Category: TEST BANKS

About this ebook

Test Bank for Negotiation: Moving From Conflict to Agreement (1st Edition) is an applied, psychology-focused textbook written by Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin, published by SAGE Publications. [1, 2]

Book Overview

The text uses everyday and real-world business examples to demonstrate that negotiation is everywhere. Rather than viewing conflicts as battles to be won, the authors frame them as differences to be managed and reframe negotiations as puzzles to solve together rather than tug-of-war contests. [1, 2]

Core Concepts & Strategy Levers

The book analyzes the psychological mechanisms that drive successful deal-making, prioritizing when and why to deploy specific tactics. It covers key psychological levers including: [1, 2]

Reciprocity: Managing the give-and-take dynamic.
Uncertainty: Navigating risk and hidden info.
Power Dynamics: Balancing authority at the table.
Alternatives: Leveraging your Best Alternative to a Negotiated Agreement (BATNA). [1, 2, 3]

Formatting and Publication Details

Publisher: SAGE Publications, Inc.
Print ISBNs: 9781544320441, 1544320442
Digital/eTextbook ISBNs: 9781544397481, 1544397488
Interactive Elements: Features integrated ethics discussions, case studies, and role-playing exercises.
Digital Student Resources: Study tools and quizzes are hosted directly on the SAGE edge Platform. [1, 2, 3]