Negotiation: Readings, Exercises, and Cases

by LEWICKI

• ISBN13: 9780256215915
• ISBN10: 025621591X
• Edition: 3rd
• Format: Paperback
• Copyright: 1998-06-01
• Publisher: McGraw-Hill College

Summary

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 3/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Author Biography

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 22 books, as well as numerous research articles. Professor Lewicki 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; he has won several teaching awards at The Ohio State University. David M. Saunders is associate dean--masters programs and director of the MBA Program at McGill University in Montreal, Canada, where he is also an associate professor--organization behavior and human resource management. Dr. Saunders has coauthored four books on negotiation and has published articles in many professional journals. He also codeveloped the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. John W. Minton is the Jefferson-Pilot Professor of Management at Pfeiffer University in Misenheimer and Charlotte, North Carolina. He has been a visiting assistant professor at Duke University and an assistant and associate professor at Appalachian State University. Dr. Minton has served as a volunteer mediator and arbitrator, and is president of Havatar Associates, Inc., a management consultation, education, and coaching firm.

Table of Contents

Section One: The Nature of Negotiation	1	(50)
1.1 Managing Conflict	6	(8)
Leonard Greenhalgh
1.2 Strategic Choice	14	(18)
Dean Pruitt
Jeffrey Z. Rubin
1.3 Consider Both Relationships and Substance When Negotiating Strategically	32	(19)
Grant T. Savage
John D. Blair
Ritch L. Sorenson
Section Two: Prenegotiation Planning	51	(28)
2.1 How to Plan the Strategies	54	(6)
Robert Kuhn
2.2 Preparing for Negotiations	60	(8)
Bill Scott
2.3 Framing and Reframing	68	(11)
Deborah Tannen
Section Three: Strategy and Tactics of Distributive Bargaining	79	(30)
3.1 Winning at the Sport of Negotiation	81	(6)
Kathy Aaronson
3.2 Negotiation Techniques	87	(10)
Charles B. Craver
3.3 Secrets of Power Negotiating	97	(12)
Roger Dawson
Section Four: Strategy and Tactics of Integrative Negotiating	109	(38)
4.1 Collaboration: The Constructive Management of Differences	111	(16)
Barbara Gray
4.2 Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation	127	(9)
Terry Anderson
4.3 Some Wise and Mistaken Assumptions about Conflict and Negotiation	136	(11)
Jeffrey Z. Rubin
Section Five: Communication and Cognitive Biases	147	(30)
5.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame	149	(11)
Margaret A. Neale
Max H. Bazerman
5.2 The Power of Talk: Who Gets Heard and Why	160	(14)
Deborah Tannen
5.3 Communication Freezers	174	(3)
Mary E. Tramel
Helen Reynolds
Section Six: Finding Negotiation Leverage	177	(48)
6.1 The Nature of Power	180	(13)
Kenneth Boulding
6.2 Influence without Authority: The Use of Alliances, Reciprocity, and Exchange to Accomplish Work	193	(11)
Allan R. Cohen
David L. Bradford
6.3 How to Become an Influential Manager	204	(16)
Bernard Keys
Thomas Case
6.4 How to Get Clout	220	(5)
Dr. Joyce Brothers
Section Seven: Ethics in Negotiation	225	(44)
7.1 The Ethics and Profitability of Bluffing in Business	228	(6)
Richard E. Wokutch
Thomas L. Carson
7.2 Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practice	234	(25)
J. Gregory Dees
Peter C. Cramton
7.3 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?	259	(10)
Raymond A. Friedman
Debra L. Shapiro
Section Eight: Social Context	269	(42)
8.1 When Should We Use Agents? Direct versus Representative Negotiation	271	(7)
Jeffrey Z. Rubin
Frank E. A. Sander
8.2 Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals	278	(16)
Blair H. Sheppard
8.3 Trade Routes: The Manager's Network of Relationships	294	(17)
Robert E. Kaplan
Section Nine: Teams and Group Negotiations	311	(28)
9.1 A Core Model of Negotiation	313	(7)
Thomas Colosi
9.2 Get Things Done through Coalitions	320	(7)
Margo Vanover
9.3 The Negotiation of Settlements: A Team Sport	327	(12)
James G. Zack Jr.
Section Ten: Individual Differences	339	(32)
10.1 The Behavior of Successful Negotiators	341	(13)
Neil Rackham
10.2 Six Basic Interpersonal Skills for a Negotiator's Repertoire	354	(6)
Roger Fisher
Wayne H. Davis
10.3 Our Game, Your Rules: Developing Effective Negotiating Approaches	360	(11)
Leonard Greenhalgh
Roderick W. Gilkey
Section Eleven: Global Negotiations	371	(26)
11.1 The Dynamics of International Business Negotiations	373	(13)
Arvind V. Phatak
Mohammed M. Habib
11.2 American Strengths and Weaknesses	386	(4)
Tommy T. B. Koh
11.3 Global Negotiating: Vive les Differences!	390	(7)
Sergey Frank
Section Twelve: Managing Difficult Negotiation Situations: Individual Approaches	397	(22)
12.1 Psychological Traps	399	(9)
Jeffrey Z. Rubin
12.2 Negotiating with Problem People	408	(4)
Len Leritz
12.3 Negotiating with a Customer You Can't Afford to Lose	412	(7)
Thomas C. Keiser
Section Thirteen: Managing Difficult Negotiation Situations: Third-Party Approaches	419	(52)
13.1 The Role of the Mediator	421	(8)
Thomas Colosi
13.2 "What Do We Need a Mediator For?": Mediation's "Value-Added" for Negotiators	429	(29)
Robert A. Baruch Bush
13.3 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes	458	(13)
A. R. Elangovan
Exercises	471	(110)
1. The Disarmament Exercise	472	(8)
2. Pemberton's Dilemma	480	(4)
3. The Used Car	484	(3)
4. Knight Engines/Excalibur Engine Parts	487	(2)
5. Universal Computer Company I	489	(5)
6. Universal Computer Company II	494	(2)
7. Twin Lakes Mining Company	496	(4)
8. Salary Negotiations	500	(3)
9. Newtown School Dispute	503	(7)
10. Bestbooks/Paige Turner	510	(2)
11. Elmwood Hospital Dispute	512	(4)
12. The Power Game	516	(2)
13. Coalition Bargaining	518	(5)
14. Jordan Electronics Company	523	(5)
15. Third-Party Conflict Resolution	528	(8)
16. The Connecticut Valley School	536	(4)
17. Alpha-Beta	540	(3)
18. The New House Negotiation	543	(3)
19. Eurotechnologies, Inc.	546	(8)
20. The Pakistani Prunes	554	(2)
21. Planning for Negotiations	556	(2)
22. Sanibel Island	558	(5)
23. The Playground Negotiation	563	(10)
24. Collecting Nos	573	(2)
25. 500 English Sentences	575	(2)
26. Sick Leave	577	(2)
27. Town of Tamarack	579	(2)
Cases	581	(116)
1. Capital Mortgage Insurance Corporation (A)	582	(16)
2. Pacific Oil Company (A)	598	(28)
3. A Power Play for Howard	626	(11)
4. Creating the GM-Toyota Joint Venture: A Case in Complex Negotiation	637	(26)
5. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)	663	(10)
6. Vanessa Abrams (A)	673	(4)
7. 500 English Sentences	677	(10)
8. Sick Leave	687	(10)
Questionnaires	697	(18)
1. The Personal Bargaining Inventory	698	(5)
2. The SINS Scale	703	(4)
3. The Influence Tactics Inventory	707	(3)
4. The Trust Scale	710	(5)
Appendixes	715	(24)
1. Capital Mortgage Insurance Company (B)-(F)	716	(9)
5. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (B)-(C)	725	(9)
6. Vanessa Abrams (B)	734	(5)
Indexes	739