Negotiation

Negotiation is a critical skill needed for effective management. "Negotiation: Readings, Exercises, and Cases, 5/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. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Section One: Negotiation Fundamentals 1-1 Three Approaches to Resolving Disputes: Interests, Rights and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg 1-2 Selecting a Strategy by Roy J. Lewicki, Alex Hiam and Karen W. Olander 1-3 Making Strategic Moves by Deborah M. Kolb and Judith Williams 1-4 Six Habits of Merely Effective Negotiators by James K. Sebenius 1-5 Successful Negotiating by Julia Tipler 1-6 The Negotiation Checklist by Tony Simmons and Tom Tripp 1-7 Negotiation Techniques: How to Keep Br'er Rabbit Out of the Briar Patch by Charles B. Craver 1-8 Secrets of Power Negotiating by Roger Dawson 1-9 Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson 1-10 Implementing a Collaborative Strategy by Roy J. Lewicki, Alex Hiam and Karen Olander 1-11 Internet-Based Negotiation: An Engine-Driving Change by John R. Stepp, Kevin M. Sweeney and Robert L. Johnson 1-12 Negotiating Lessons from the Browser Wars by James K. Sebenius Section Two: Negotiation Subprocesses 2-1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman 2-2 Psychological Traps by Jeffery Z. Rubin 2-3 The Behavior of Successful Negotiators by Neil Rackham 2-4 Staying With No by Holly Weeks 2-5 Where does Power Come From? by Jeffery Pfeffer 2-6 Harnessing the Science of Persuasion by Robert B. Cialdini 2-7 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams 2-8 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr. and Mary Sue Love 2-9 Three School of Bargaining Ethics by G. Richard Shell 2-10 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond Friedman and Debra L. Shapiro Section Three: Negotiation Contexts 3-1 Can We Negotiate and Still Be Friends? by Terri Kurtzberg and Victoria Husted Medvec 3-2 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Deborah M. Kolb 3-3 The High Cost of Low Trust by Keith G. Allred 3-4 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E.A. Sander 3-5 When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius 3-6 The Closer by Erin Strout 3-7 The New Boss by Matt Bai 3-8 Get Things Done through Coalitions by Margo Vanover 3-9 When Interests Collide: Managing Many Parties at the Table by Susan Hackley 3-10 Negotiating Teams: A Levels of Analysis Approach by Susan Brodt and Leigh Thompson Section Four: Individual Differences 4-1 The Power of Talk: Who Gets Heard and Why by Deborah Tannen 4-2 Women Don't Ask by Linda Babcock and Sara Laschever 4-3 Should You Be a Negotiator by Ray Friedman and Bruce Barry Section Five: Negotiation across Cultures 5-1 Negotiation and Culture by Jeanne M. Brett 5-2 Intercultural Negotiation in International Business by Jeswald W. Salacuse 5-3 Tales of the Bazaar: Interest-Based Negotiation across Cultures by Jeffrey M. Senger 5-4 American Strengths and Weaknesses by Tommy T.B. Koh Section Six: Resolving Differences 6-1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? by Chris Huxham and Siv Vange 6-2 Taking Steps Toward "Getting to Yes" at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie 6-3 Taking the Stress Out of Stressful Conversations by Holly Weeks 6-4 Renegotiating Existing Agreements: How to Deal with "Life Struggling Against Form" by Jeswald W. Salacuse 6-5 Negotiating with Problem People by Len Leritz 6-6 When and How to Use Third-Party Help by Roy J. Lewicki, Alex Hiam and Karen W. Olander 6-7 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes by A.R. Elangovian Section Seven: Summary 7-1 Best Practices in Negotiation by Roy J. Lewicki, David M. Saunders and Bruce Barry EXERCISES 1. The Subjective Value Inventory (SVI 2. Pemberton's Dilemma 3. The Commons Dilemma 4. The Used Car 5. Knight Engine/Excalibur Engine

Readings, Exercises and Cases

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