Negotiation: Readings, Exercises, and Cases
by Lewicki, Roy; Barry, Bruce; Saunders, DavidEdition: 6th
Format: Paperback
Pub. Date: 2009-12-11
Publisher(s): McGraw-Hill Education
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Summary
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.
Table of Contents
| Negotiation Fundamentals | |
| Three Approaches to Resolving Disputes: Interests, Rights, and Power | |
| Selecting a Strategy | |
| NEW! Balancing Act: How to Manage Negotiation Tensions | |
| The Negotiation Checklist | |
| NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions | |
| NEW! Closing Your Business Negotiations | |
| Defusing the Exploding Offer: The Farpoint Gambit | |
| Implementing a Collaborative Strategy | |
| NEW! Solve Joint Problems to Create and Claim Value | |
| NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone | |
| Negotiation Subprocesses | |
| Negotiating Rationally: The Power and Impact of the Negotiator's Frame | |
| NEW! Managers and Their Not-So Rational Decisions | |
| NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter | |
| NEW! Untapped Power: Emotions in Negotiation | |
| Staying with No | |
| NEW! Risks of E-Mail | |
| Where Does Power Come From? | |
| Harnessing the Science of Persuasion | |
| NEW! The Six Channels of Persuasion | |
| NEW! Negotiating With Liars | |
| NEW! Negotiation Ethics | |
| Three Schools of Bargaining Ethics | |
| NEW! A Painful Close | |
| Negotiation Contexts | |
| Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation | |
| NEW! The Soft Sell | |
| NEW! Bargaining in the Shadow of the Tribe | |
| NEW! Four Strategies for Making Concessions | |
| The High Cost of Low Trust | |
| NEW! Consequences of Principal and Agent | |
| NEW! The Tension between Principals and Agents | |
| When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal | |
| NEW! This is Not a Game | |
| The New Boss | |
| NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter | |
| NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations | |
| NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter | |
| Individual Differences | |
| Women Don't Ask | |
| NEW! Become a Master Negotiator | |
| Should You Be a Negotiator? | |
| Negotiation across Cultures | |
| NEW! Culture and Negotiation | |
| Intercultural Negotiation in International Business | |
| American Strengths and Weaknesses | |
| Resolving Differences | |
| Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia | |
| Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida | |
| Taking the Stress Out of Stressful Conversations | |
| Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" | |
| NEW! Negotiating with Disordered People | |
| When and How to Use Third-Party Help | |
| NEW! Investigative Negotiation | |
| Summary | |
| Best Practices in Negotiation | |
| NEW! ‘Getting Past Yes': Negotiating as if Implementation Mattered | |
| NEW! Seven Strategies for Negotiating Success | |
| Six Habits of Merely Effective Negotiators | |
| Exercises | |
| The Subjective Value Inventory (SVI) | |
| Pemberton's Dilemma | |
| The Commons Dilemma | |
| The Used Car | |
| Knight Engines/Excalibur Engine Parts | |
| GTechnica-AccelMedia | |
| NEW! Toyonda | |
| Planning for Negotiations | |
| The Pakistani Prunes | |
| Universal Computer Company | |
| Twin Lakes Mining Company | |
| City of Tamarack | |
| Island Cruise | |
| Salary Negotiations | |
| Job Offer Negotiation: Joe Tech and Robust Routers | |
| The Employee Exit Interview | |
| NEW! Live8 | |
| NEW! Ridgecrest School Dispute | |
| Bestbooks/Paige Turner | |
| Strategic Moves and Turns | |
| Elmwood Hospital Dispute | |
| The Power Game | |
| Coalition Bargaining | |
| The Connecticut Valley School | |
| Bakery-Florist-Grocery | |
| The New House Negotiation | |
| NEW! The Buena Vista Condo | |
| Eurotechnologies, Inc. | |
| Third-Party Conflict Resolution | |
| NEW! AuraCall, Inc. | |
| 500 English Sentences | |
| Sick Leave | |
| Alpha-Beta | |
| NEW! Galactica SUV | |
| Bacchus Winery | |
| Collecting Nos | |
| NEW! A Team in Trouble | |
| Cases | |
| Capital Mortgage Insurance Corporation (A) | |
| Pacific Oil Company (A) | |
| NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) | |
| Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) | |
| NEW! Bargaining Strategy in Major League Baseball | |
| Midwestern: Contemporary Art | |
| 500 English Sentences | |
| Sick Leave | |
| Questionnaires | |
| The Personal Bargaining Inventory | |
| The SINS II Scale | |
| NEW! Six Channels Survey | |
| The Trust Scale | |
| Communication Competence Scale | |
| NEW! Cultural Intelligence (CQS) | |
| Appendix | |
| NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B) | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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