Share
Negotiation
Creating Agreements in Business and Life
- Brad Winn - Utah State University, USA
- Marc Sokol - Sage Consulting Resources, LLC
September 2023 | 472 pages | SAGE Publications, Inc
Negotiation is much more than making a deal; it's a life skill.
Negotiation: Creating Agreements in Business and Life explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved.
Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life.
Included with this title:
LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Select the Resources tab on this page to learn more.
Negotiation: Creating Agreements in Business and Life explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved.
Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life.
Included with this title:
LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Select the Resources tab on this page to learn more.
SECTION 1: INTRODUCTION
Chapter 1: Negotiations: Let’s Make a Deal!
Chapter 2: The Value of Negotiating: Getting the Real Deal
SECTION 2: NEGOTIATION BASE CAMP
Chapter 3: Preparing to Negotiate: Getting Ready
Chapter 4: Dividing Up the Pie: Getting Your Fair Share
Chapter 5: Creating Win-Win Agreements: Getting Creative
SECTION 3: NEGOTIATION MASTER CAMP
Chapter 6: Negotiation Styles: Getting to Your Strengths
Chapter 7: The Psychology of Persuasion: Getting into their Heads
Chapter 8: Communication & Trust: Getting Understanding
Chapter 9: Power and Ethics: Getting Empowered
Chapter 10: Leadership & Career Negotiations: Getting It Done
SECTION 4: NEGOTIATION CHALLENGE CAMP
Chapter 11: Managing Conflict and Mediation: Getting to Agreement
Chapter 12: Negotiating in Special Situations: Getting Specialized
Supplements
Instructor Resource Site
Online resources included with this text
The online resources for your text are available via the password-protected Instructor Resource Site, which offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.
Online resources included with this text
The online resources for your text are available via the password-protected Instructor Resource Site, which offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.
