Negotiation: Creating Agreements in Business and Life

by Brad Winn, Marc Sokol

Overview

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.

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Product Details

ISBN-13:	9781071834510
Publisher:	SAGE Publications
Publication date:	09/01/2023
Sold by:	Barnes & Noble
Format:	eBook
Pages:	472
File size:	17 MB
Note:	This product may take a few minutes to download.

About the Author

Brad Winn, a leader in business, government and education, has served in executive positions including vice president, senior manager, legislator, assistant commissioner, provost, and dean. Dr. Winn is a professor of leadership and strategy practice, and the executive MBA director for the Huntsman School of Business at Utah State University. He is lead author of Fundamentals of Business Leadership and serves as senior editor for People + Strategy Journal. Brad is passionate about creating meaningful agreements and consulting with leaders on how to make their organizations more productive and humane. During his distinguished career, he has served as an elected legislator negotiating resolutions to complex issues among a wide variety of stakeholders. Dr. Winn worked in business and industry as a senior manager for Novations consulting firm and as an engineer at ATK Thiokol for NASA’s space shuttle program. Brad is a popular, award-winning professor who presents regularly at national conferences and events. He has twice received “Instructor of the Year” awards and is the recipient of the “Faculty Service of the Year” award. He earned a BS in engineering from Purdue University, an MPA from Brigham Young University, and a PhD from the University of Michigan. Brad and his wife, Johanna, are the parents of five children. He enjoys traveling, camping, hiking, and singing with the world-renowned Tabernacle Choir.

Marc Sokol, President of Sage Consulting Resources, LLC, has worked in large and small firms, in public and private sectors, in internal and external roles, and across 25 countries. He consults to Boards, CEOs, and C-level executives, helping them extend impact across the firms they lead. As an executive coach, he works with clients to address everyday negotiation in the organizations where they work. Past executive editor of the People + Strategy Journal, a publication of the Society of Human Resource Management (SHRM), Marc serves on the editorial boards of Consulting Psychology Journal and Organization Development Review. He is co-author and co-editor of several books including Strategic Workforce Planning: Best Practices and Emerging Directions, published in 2024. He is past president of Minnesota Professionals for Psychology Applied to Work, and 2024 president for Society of Consulting Psychology, a division of the American Psychological Association (APA). He has been elected a fellow of the APA and two of its divisions, the Society for Industrial Organizational Psychology, and the Society of Consulting Psychology. Marc also teaches Strategic Workforce Planning and Development for the American Bankers Association, Stonier Graduate School of Banking. He earned a PhD in industrial-organizational psychology from University of Maryland, College Park. 

Table of Contents

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

Editorial Reviews

An easy-to-read guide that provides a basic foundation and review of key negotiation concepts. The book helps illuminate the importance of reflection and mindful negotiating.

Nicole C. Jackson

This book is an excellent introductory text to the area of negotiations. Reading this book would benefit any undergraduate student.

William S. Brown

The authors have a conversational style which I think is not only very accessible for undergraduate students, but which is also something that would appeal very much to them. I can tell by reading this textbook that the authors genuinely care about students and their learning outcomes. Believe me, this isn’t always the case when I read a textbook!

Riley Dugan

Comprehensive coverage of negotiating from start to finish

Laura Dendinger

An approachable, engaging and applied textbook on negotiation.

Barry Nocks

This book’s organization is unique with its focus on foundational skills that build to more complex skills. This differs from texts that are thematic in their approach, which tackle power, ethics, bias, in a more linear fashion.

Lauren M. Edelstien