Negotiation: Moving From Conflict to Agreement
- ISBN-10
- 1544397461
- ISBN-13
- 9781544397467
- Series
- Negotiation
- Category
- Business & Economics
- Pages
- 401
- Language
- English
- Published
- 2019-12-12
- Publisher
- SAGE Publications
- Authors
- Matthew A. Cronin, Kevin W. Rockmann, Claus W. Langfred
Description
Negotiation: Moving from Conflict to Agreement helps students see how negotiation is all around them. Using both every day and business examples, the authors emphasize not just what to do during a negotiation—but also why. With an emphasis on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand when to use certain tactics to get more.
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Other editions
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- 2023-10-10
- 463 pages
- Paperback
- SAGE Publications
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