Negotiation: Readings, Exercises, and Cases

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ISBN: 9780072973105 | 0072973102
Cover: Paperback
Copyright: 2/15/2006

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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.

Section 1 Negotiation Fundamentals

(152)

Three Approaches to Resolving Disputes: Interests, Rights, and Power

(13)

William L. Ury

Jeanne M. Brett

Stephen B. Goldberg

Selecting a Strategy

(16)

Roy J. Lewicki

Alex Hiam

Karen W. Olander

Making Strategic Moves

(25)

Deborah M. Kolb

Judith Williams

Six Habits of Merely Effective Negotiators

(11)

James K. Sebenius

Successful Negotiating

(8)

Julia Tipler

The Negotiation Checklist

(14)

Tony Simons

Thomas M. Tripp

Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch

(10)

Charles B. Craver

Secrets of Power Negotiating

(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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Negotiation: Readings, Exercises, and Cases

Summary

Table of Contents

Supplemental Materials