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Negotiation: Readings, Exercises, and Cases,9780256215915
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Negotiation: Readings, Exercises, and Cases

by
Edition:
3rd
ISBN13:

9780256215915

ISBN10:
025621591X
Format:
Paperback
Pub. Date:
6/1/1998
Publisher(s):
McGraw-Hill College

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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


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