Negotiation is a critical skill needed for effective management. "Negotiation: Readings, Exercises, and Cases 6/e" 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: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, Individual Differences, Negotiation across Cultures, Resolving Differences, and 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
Readings Section 1 Negotiation Fundamentals 1.1Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg 1.2Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander 1.3NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley 1.4The Negotiation Checklist by Tony Simons and Thomas Tripp 1.5NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero 1.6NEW! Closing Your Business Negotiations by Claude Cellich 1.7Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson 1.8Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander 1.9NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius 1.10NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel Section 2 Negotiation Subprocesses 2.1Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman. 2.2NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi 2.3NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter 2.4NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro 2.5Staying with No by Holly Weeks 2.6NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness 2.7Where Does Power Come From? by Jeffrey Pfeffer 2.8Harnessing the Science of Persuasion by Robert B. Cialdini 2.9NEW! The Six Channels of Persuasion by G. Richard Shell 2.10 NEW! Negotiating With Liars by Robert S. Adler 2.11 NEW! Negotiation Ethics by Charles B. Craver 2.12 Three Schools of Bargaining Ethics by G. Richard Shell 2.13 NEW! A Painful Close by Leonard Greenhalgh Section 3 Negotiation Contexts 3.1Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Margaret A. Neale and Max H. Bazerman 3.2NEW! The Soft Sell by Chuck Salter 3.3NEW! Bargaining in the Shadow of the Tribe by John H. Wade 3.4NEW! Four Strategies for Making Concessions by Deepak Malhotra 3.5The High Cost of Low Trust by Keith G. Allred 3.6NEW! Consequences of Principal and Agent by Jayne Seminare Docherty and Marcia Caton Campbell 3.7NEW! The Tension between Principals and Agents by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello 3.8When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius. 3.9NEW! This is Not a Game by Alix Stuart 3.10 The New Boss by Matt Bai 3.11 NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter 3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations by Lisa Bracken 3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter Section 4 Individual Differences 4.1Women Don't Ask by Linda Babcock and Sara Laschever 4.2NEW! Become a Master Negotiator by Michael Benoliel with Linda Cashdan 4.3Should You Be a Negotiator? by Ray Friedman and Bruce Barry Section 5 Negotiation across Cultures 5.1NEW! Culture and Negotiation by Jeanne M. Brett 5.2Intercultural Negotiation in International Business by Jeswald W. Salacuse 5.3American Strengths and Weaknesses by Tommy T. B. Koh Section 6 Resolving Differences 6.1Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia by Chris Huxham and Siv Vangen 6.2Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie 6.3Taking the Stress Out of Stressful Conversations by Holly Weeks 6.4Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" by Jeswald W. Salacuse 6.5NEW! Negotiating with Disordered People by Elizabeth L. Jeglic and Alexander A. Jeglic 6.6When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander 6.7NEW! Investigative Negotiation by Deepak Malhotra and Max H. Bazerman Section 7 Summary 7.1Best Practices in Negotiation by Roy J. Lewicki, Bruce Barry, and David M. Saunders 7.2NEW! 'Getting Past Yes': Negotiating as if Implementation Mattered by Danny Ertel 7.3NEW! Seven Strategies for Negotiating Success by Max Messmer 7.4Six Habits of Merely Effective Negotiators by James K. Sebenius Exercises 1.The Subjective Value Inventory (SVI) 2.Pemberton's Dilemma 3.The Commons Dilemma 4.The Used Car 5.Knight Engines/Excalibur Engine Parts 6.GTechnica-AccelMedia 7.NEW! Toyonda 8.Planning for Negotiations 9.The Pakistani Prunes 10. Universal Computer Company 11. Twin Lakes Mining Company 12. City of Tamarack 13. Island Cruise 14.Salary Negotiations 15.Job Offer Negotiation: Joe Tech and Robust Routers 16.The Employee Exit Interview 17.NEW! Live8 18.NEW! Ridgecrest School Dispute 19.Bestbooks/Paige Turner 20.Strategic Moves and Turns 21.Elmwood Hospital Dispute 22.The Power Game 23.Coalition Bargaining 24.The Connecticut Valley School 25.Bakery-Florist-Grocery 26.The New House Negotiation 27.NEW! The Buena Vista Condo 28.Eurotechnologies, Inc. 29.Third-Party Conflict Resolution 30.NEW! AuraCall, Inc. 31.500 English Sentences 32.Sick Leave 33.Alpha-Beta 34.NEW! Galactica SUV 35.Bacchus Winery 36.Collecting Nos 37.NEW! A Team in Trouble Cases 1.Capital Mortgage Insurance Corporation (A) 2.Pacific Oil Company (A) 3.NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) 4.Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 5.NEW! Bargaining Strategy in Major League Baseball 6.Midwestern: Contemporary Art 7.500 English Sentences 8.Sick Leave Questionnaires 1.The Personal Bargaining Inventory 2.The SINS II Scale 3.NEW! Six Channels Survey 4.The Trust Scale 5.Communication Competence Scale 6.NEW! Cultural Intelligence (CQS) Appendix 1.NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)
Roy Lewicki . Dean's Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. Barry Bruce Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (2002-2003), and a past chair of the Academy of Management Conflict Management Division. David Saunders Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America