Negotiation

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).

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 CHAPTER 2 * Negotiation Fundamentals Approaches to Negotiation The Basics of Negotiation Preparing for the Ethics of Negotiation Chapter Review CHAPTER 3 * Planning to Negotiate Introduction to Negotiation Planning Thinking About Planning Information Gathering Building a Negotiation Plan Making a Planning Worksheet Ethical Considerations Chapter Review SECTION II * NEGOTIATION LEVERS CHAPTER 4 * Reciprocity Introduction to Reciprocity Negotiation Tactics Benefits to Leveraging Reciprocity Costs to Leveraging Reciprocity Ethical Considerations Chapter Review SUPPLEMENT A * The Stages of Negotiation CHAPTER 5 * Intangible Interests Introduction to Intangible Interests Negotiation Tactics Benefits to Leveraging Intangible Interests Costs to Leveraging Intangible Interests Ethical Considerations Chapter Review SUPPLEMENT B * Negotiation and Technology CHAPTER 6 * Relationships Introduction to Relationships Negotiating Tactics Benefits to Leveraging Relationships Costs to Leveraging Relationships Ethical Considerations Chapter Review SUPPLEMENT C * Negotiating With More Than One Person CHAPTER 7 * Uncertainty Introduction to Uncertainty Negotiation Tactics Benefits to Leveraging Uncertainty Costs to Leveraging Uncertainty Ethical Considerations Chapter Review SUPPLEMENT D * Mediation and Arbitration CHAPTER 8 * Formal Power Introduction to Formal Power Negotiation Tactics Benefits to Leveraging Formal Power Costs to Leveraging Formal Power Ethical Considerations Chapter Review SUPPLEMENT E * "Hardball" Tactics of Negotiation CHAPTER 9 * Alternatives Introduction to Alternatives Negotiation Tactics Benefits to Leveraging Alternatives Costs to Leveraging Alternatives Ethical Considerations Chapter Review SUPPLEMENT F * Resource and Time Constraints CHAPTER 10 * Persistence and Goals Introduction to Persistence and Goals Negotiation Tactics Benefits to Leveraging Persistence Costs to Leveraging Persistence Ethical Considerations Chapter Review SECTION III * MANAGING YOUR NEGOTIATION CHAPTER 11 * Individual Differences Gender and Sex Differences Personality Emotions Differences in Negotiation Ability Ethical Considerations Chapter Review CHAPTER 12 * Culture Culture as Context Defining Culture Dimensions of Culture Implications of Cultural Differences Culture and Emotion Local, Organizational, and Team Cultures Advice for Cross-Cultural Negotiations Ethical Considerations Chapter Review Appendix 1: Mini Cases Appendix 2: Elqui Terra Case Appendix 3: Job Negotiations Glossary Notes Index

"By focusing on the experience of negotiating, the authors break down the artificial barrier between integrative and distributive negotiation. Focusing instead on what negotiators do, that is, understanding and convincing, students will gain deep insight into the processes of negotiation and how to put that knowledge to use." -- Laurie R. Weingart "In focusing on the psychological dynamics underlying tactical choices in negotiations, the authors re-orient the study of negotiation in a way which enables readers to have a more holistic view on the negotiation process and better achieve their desired outcomes." -- Lindred L. Greer