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Negotiation: Readings, Exercises, and Cases,9780073530314
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Negotiation: Readings, Exercises, and Cases

by ; ;
Edition:
6th
ISBN13:

9780073530314

ISBN10:
007353031X
Format:
Paperback
Pub. Date:
12/11/2009
Publisher(s):
McGraw-Hill/Irwin
List Price: $158.29

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Summary

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) 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

Negotiation Fundamentals
Three Approaches to Resolving Disputes: Interests, Rights, and Power
Selecting a Strategy
NEW! Balancing Act: How to Manage Negotiation Tensions
The Negotiation Checklist
NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions
NEW! Closing Your Business Negotiations
Defusing the Exploding Offer: The Farpoint Gambit
Implementing a Collaborative Strategy
NEW! Solve Joint Problems to Create and Claim Value
NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone
Negotiation Subprocesses
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
NEW! Managers and Their Not-So Rational Decisions
NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter
NEW! Untapped Power: Emotions in Negotiation
Staying with No
NEW! Risks of E-Mail
Where Does Power Come From?
Harnessing the Science of Persuasion
NEW! The Six Channels of Persuasion
NEW! Negotiating With Liars
NEW! Negotiation Ethics
Three Schools of Bargaining Ethics
NEW! A Painful Close
Negotiation Contexts
Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation
NEW! The Soft Sell
NEW! Bargaining in the Shadow of the Tribe
NEW! Four Strategies for Making Concessions
The High Cost of Low Trust
NEW! Consequences of Principal and Agent
NEW! The Tension between Principals and Agents
When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal
NEW! This is Not a Game
The New Boss
NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter
NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations
NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter
Individual Differences
Women Don't Ask
NEW! Become a Master Negotiator
Should You Be a Negotiator?
Negotiation across Cultures
NEW! Culture and Negotiation
Intercultural Negotiation in International Business
American Strengths and Weaknesses
Resolving Differences
Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia
Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida
Taking the Stress Out of Stressful Conversations
Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form"
NEW! Negotiating with Disordered People
When and How to Use Third-Party Help
NEW! Investigative Negotiation
Summary
Best Practices in Negotiation
NEW! ‘Getting Past Yes': Negotiating as if Implementation Mattered
NEW! Seven Strategies for Negotiating Success
Six Habits of Merely Effective Negotiators
Exercises
The Subjective Value Inventory (SVI)
Pemberton's Dilemma
The Commons Dilemma
The Used Car
Knight Engines/Excalibur Engine Parts
GTechnica-AccelMedia
NEW! Toyonda
Planning for Negotiations
The Pakistani Prunes
Universal Computer Company
Twin Lakes Mining Company
City of Tamarack
Island Cruise
Salary Negotiations
Job Offer Negotiation: Joe Tech and Robust Routers
The Employee Exit Interview
NEW! Live8
NEW! Ridgecrest School Dispute
Bestbooks/Paige Turner
Strategic Moves and Turns
Elmwood Hospital Dispute
The Power Game
Coalition Bargaining
The Connecticut Valley School
Bakery-Florist-Grocery
The New House Negotiation
NEW! The Buena Vista Condo
Eurotechnologies, Inc.
Third-Party Conflict Resolution
NEW! AuraCall, Inc.
500 English Sentences
Sick Leave
Alpha-Beta
NEW! Galactica SUV
Bacchus Winery
Collecting Nos
NEW! A Team in Trouble
Cases
Capital Mortgage Insurance Corporation (A)
Pacific Oil Company (A)
NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)
Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)
NEW! Bargaining Strategy in Major League Baseball
Midwestern: Contemporary Art
500 English Sentences
Sick Leave
Questionnaires
The Personal Bargaining Inventory
The SINS II Scale
NEW! Six Channels Survey
The Trust Scale
Communication Competence Scale
NEW! Cultural Intelligence (CQS)
Appendix
NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)
Table of Contents provided by Publisher. All Rights Reserved.


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