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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.

Informationen zum Autor 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 Decision Processes, Journal of Organizational Behavior, Academy of Management Annals, and Management Science and has been presented at the World Economic Forum in Davos, Switzerland. He has served on the editorial boards of Negotiation and Conflict Management Research, Organizational Behavior and Human Decision Processes, Management Science, Academy of Management Review and is currently an associate editor at Organizational Psychology Review. He has won numerous teaching awards and is the coauthor (with Jeffrey Loewenstein) of The Craft of Creativity (Stanford University Press, 2018). Klappentext 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. Inhaltsverzeichnis Preface Acknowledgments About the Authors SECTION I INTRODUCTION TO NEGOTIATION CHAPTER 1 How to Think About Negotiation What Is a Negotiation, and Why Do We Negotiate? Common Mistakes Made When Negotiating Chapter Review C...

Autorentext
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 Decision Processes, Journal of Organizational Behavior, Academy of Management Annals, and Management Science and has been presented at the World Economic Forum in Davos, Switzerland. He has served on the editorial boards of Negotiation and Conflict Management Research, Organizational Behavior and Human Decision Processes, Management Science, Academy of Management Review and is currently an associate editor at Organizational Psychology Review. He has won numerous teaching awards and is the coauthor (with Jeffrey Loewenstein) of The Craft of Creativity (Stanford University Press, 2018).

Klappentext
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.

Inhalt

Preface
Acknowledgments
About the Authors
SECTION I INTRODUCTION TO NEGOTIATI…