Negotiation: Readings, Exercises, and Cases,9780072973105

Negotiation: Readings, Exercises, and Cases

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Edition: 5th
ISBN13: 9780072973105
ISBN10: 0072973102
Format: Paperback
Pub. Date: 2006-02-15
Publisher(s): McGraw-Hill/Irwin
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Summary

Updated with more than 50 percent new articles, "Negotiation "explores the major concepts and theories of negotiation and bargaining psychology, and helps professionals understand and resolve both interpersonal and inter-group conflicts. Roy J. Lewicki is a professor at Ohio State University. David M. Saunders is a dean at the University of Calgary. John Minton is the president and CEO of Havatar Associates, Inc. Bruce Barry is on the faculty of Vanderbilt University.

Table of Contents

Section 1 Negotiation Fundamentals
1(152)
Three Approaches to Resolving Disputes: Interests, Rights, and Power
1(13)
William L. Ury
Jeanne M. Brett
Stephen B. Goldberg
Selecting a Strategy
14(16)
Roy J. Lewicki
Alex Hiam
Karen W. Olander
Making Strategic Moves
30(25)
Deborah M. Kolb
Judith Williams
Six Habits of Merely Effective Negotiators
55(11)
James K. Sebenius
Successful Negotiating
66(8)
Julia Tipler
The Negotiation Checklist
74(14)
Tony Simons
Thomas M. Tripp
Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch
88(10)
Charles B. Craver
Secrets of Power Negotiating
98(11)
Roger Dawson
Defusing the Exploding Offer: The Farpoint Gambit
109(8)
Robert J. Robinson
Implementing a Collaborative Strategy
117(17)
Roy J. Lewicki
Alex Hiam
Karen W. Olander
Interest-Based Negotiation: An Engine-Driving Change
134(7)
John R. Stepp
Kevin M. Sweeney
Robert L. Johnson
Negotiating Lessons from the Browser Wars
141(12)
James K. Sebenius
Section 2 Negotiation Subprocesses
153(94)
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
153(10)
Margaret A. Neale
Max H. Bazerman
Psychological Traps
163(8)
Jeffrey Z. Rubin
The Behavior of Successful Negotiators
171(12)
Neil Rackham
Staying with No
183(5)
Holly Weeks
Where Does Power Come From?
188(9)
Jeffrey Pfeffer
Harnessing the Science of Persuasion
197(9)
Robert B. Cialdini
Breakthrough Bargaining
206(9)
Deborah M. Kolb
Judith Williams
Ethics in Negotiation: Oil and Water or Good Lubrication?
215(15)
H. Joseph Reitz
James A. Wall, Jr.
Mary Sue Love
Three Schools of Bargaining Ethics
230(6)
G. Richard Shell
Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?
236(11)
Raymond A. Friedman
Debra L. Shapiro
Section 3 Negotiation Contexts
247(76)
Can We Negotiate and Still Be Friends?
247(6)
Terri Kurtzberg
Victoria Husted Medvec
Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation
253(14)
Deborah M. Kolb
The High Cost of Low Trust
267(4)
Keith G. Allred
When Should We Use Agents? Direct versus Representative Negotiation
271(7)
Jeffrey Z. Rubin
Frank E.A. Sander
When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal
278(5)
James K. Sebenius
The Closer
283(7)
Erin Strout
The New Boss
290(14)
Matt Bai
Get Things Done through Coalitions
304(7)
Margo Vanover
When Interests Collide: Managing Many Parties at the Table
311(4)
Susan Hackley
Negotiating Teams: A Levels of Analysis Approach
315(8)
Susan Brodt
Leigh Thompson
Section 4 Individual Differences
323(26)
The Power of Talk: Who Gets Heard and Why
323(14)
Deborah Tannen
Women Don't Ask
337(8)
Linda Babcock
Sara Laschever
Should You Be a Negotiator?
345(4)
Ray Friedman
Bruce Barry
Section 5 Negotiation across Cultures
349(56)
Negotiation and Culture: A Framework
349(17)
Jeanne M. Brett
Intercultural Negotiation in International Business
366(19)
Jeswald W. Salacuse
Tales of the Bazaar: Interest-Based Negotiation across Cultures
385(16)
Jeffrey M. Senger
American Strengths and Weaknesses
401(4)
Tommy T. B. Koh
Section 6 Resolving Differences
405(80)
Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia?
405(14)
Chris Huxham
Siv Vangen
Taking Steps toward ``Getting to Yes'' at Blue Cross and Blue Shield of Florida
419(5)
Bridget Booth
Matt McCredie
Taking the Stress Out of Stressful Conversations
424(9)
Holly Weeks
Renegotiating Existing Agreements: How to Deal with ``Life Struggling against Form''
433(18)
Jeswald W. Salacuse
Negotiating with Problem People
451(4)
Len Leritz
When and How to Use Third-Party Help
455(18)
Roy J. Lewicki
Alexander Hiam
Karen Wise Olander
The Manager as the Third Party: Deciding How to Intervene in Employee Disputes
473(12)
A. R. Elangovan
Section 7 Summary
485(226)
Best Practices in Negotiation
485(226)
Roy J. Lewicki
David M. Saunders
Bruce Barry
Exercises
The Subjective Value Inventory (SVI)
495(3)
Pemberton's Dilemma
498(3)
The Commons Dilemma
501(1)
The Used Car
502(2)
Knight Engines/Excalibur Engine Parts
504(1)
GTechnica---AccelMedia
505(1)
Planning for Negotiations
506(3)
The Pakistani Prunes
509(1)
Universal Computer Company I
510(3)
Universal Computer Company II
513(1)
Twin Lakes Mining Company
514(3)
City of Tamarack
517(3)
Island Cruise
520(5)
Salary Negotiations
525(1)
Job Offer Negotiation: Joe Tech and Robust Routers
526(5)
The Employee Exit Interview
531(1)
Newtown School Dispute
532(5)
Bestbooks/Paige Turner
537(1)
Strategic Moves and Turns
538(2)
Elmwood Hospital Dispute
540(3)
The Power Game
543(1)
Coalition Bargaining
544(3)
The Connecticut Valley School
547(3)
Bakery--Florist--Grocery
550(1)
The New House Negotiation
551(2)
Eurotechnologies, Inc.
553(7)
Third-Party Conflict Resolution
560(5)
500 English Sentences
565(1)
Sick Leave
566(1)
Alpha---Beta
567(2)
Bacchus Winery
569(1)
Collecting Nos
570(3)
Cases
Capital Mortgage Insurance Corporation (A)
573(15)
Pacific Oil Company (A)
588(28)
A Power Play for Howard
616(11)
Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)
627(9)
The Ken Griffey Jr. Negotiation
636(11)
Teotihuacan Murals
647(14)
Midwestern::Contemporary Art
661(7)
500 English Sentences
668(10)
Sick Leave
678(11)
Questionnaires
The Personal Bargaining Inventory
689(3)
The SINS II Scale
692(2)
The Influence Tactics Inventory
694(2)
The Trust Scale
696(5)
Communication Competence Scale
701(10)
title index 711(2)
name index 713

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