Negotiation : Readings, Exercises, and Cases

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  • Edition: 4th
  • Format: Paperback
  • Copyright: 2002-06-04
  • Publisher: McGraw-Hill/Irwin
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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.

Table of Contents

Section One: The Nature of Negotiation

1·1 How to Get Them to Show You the Money by Alan M. Webber

1·2 Three Approaches to Resolving Disputes by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg

1·3 Consider Both Relationships and Substance When Negotiating Strategically by Grant T. Savage, John D. Blair, and Ritch L. Sorenson

Section Two: Prenegotiation Planning

2·1 Preparing for Negotiations by Bill Scott

2·2 The Negotiation Checklist by Tony Simons and Thomas M. Tripp

2·3 The Right Game: Use Game Theory to Shape Strategy by Adam M.Brandenburger and Barry J. NalebuffSection Three: Strategy and Tactics of Distributive Bargaining

3·1 Negotiation Techniques by Charles B. Craver

3·2 Secrets of Power Negotiating by Roger Dawson

3·3 Defusing the Exploding Offer: The Farpoint Gambit by Robert Robinson

Section Four: Strategy and Tactics of Integrative Negotiation

4·1 Interest Based Negotiation: An Engine Driving Change by John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson

4·2 Step Into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation by Terry Anderson

4·3 Some Wise and Mistaken Assumptions about Conflict and Negotiation by Jeffrey Z. Rubin

Section Five: Communication and Cognitive Biases

5·1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame by Margaret A. Neale and Max H. Bazerman

5·2 How to Frame a Message by Lyle Sussman

5·3 Psychological Traps by Jeffrey Z. Rubin

5·4 The Behavior of Successful Negotiators by Neil Rackham

Section Six: Finding Negotiation Leverage

6·1 Where Does Power Come From? by Jeffrey Pfeffer

6·2 How to Become an Influential Manager by Bernard Keys and Thomas Case

6·3 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams

6·4 The Good Guy’s Guide to Office Politics by Michael Warshaw

Section Seven: Ethics in Negotiation

7·1 The Ethics and Profitability of Bluffing in Business by Richard E. Wokutch and Thomas L. Carson

7·2 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr., and Mary Sue Love

7·3 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond A. Friedman and Debra L. Shapiro

Section Eight: Social Context

8·1 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E. A. Sander

8·2 Negotiating in Long-Term Mutually Interdependent Relationships Among Relative Equals by Blair H. Sheppard

8·3 Can We Negotiate and Still Be Friends? by Terri Kurtzburg and Victoria Medvec

8·4 Whom Can You Trust? By Thomas A Stuart

Section Nine: Teams and Group Negotiations

9·1 A Core Model of Negotiation by Thomas Colosi

9·2 Reengineering Negotiations by Susan Doctoroff

9·3 Get Things Done Through Coalitions by Margo Vanover

Section Ten: Individual Differences

10·1 The Power of Talk by Deborah Tannen

10·2 Are you Smart Enough to Keep Your Job? by Alan Farnham

10·3 Should You Be a Negotiator? by Ray Friedman and Bruce Barry

Section Eleven: Global Negotiations

11·1 International Negotiations: An Entirely Different Animal by Drew Martin, Jackie Mayfield, Milton Mayfield, and Paul Herbig

11·2 Intercultural Negotiation in International Business by Jeswald W. Salacuse

11·3 American Strengths and Weaknesses by Tommy T. B. Koh

11·4 Negotiating with Romans, Parts I by Stephen E. Weiss

11·5 Negotiating with Romans, Parts II by Stephen E. Weiss

Section Twelve: Managing Difficult Negotiation Situations: Individual Approaches

12·1 Negotiating with Problem People by Len Leritz

12·2 Open Mouth-Close Career by Michael Warshaw

12·3 Negotiating with a Customer You Can’t Afford to Lose by Thomas C. Keiser

Section Thirteen: Managing Difficult Negotiation Situations: Third-Party Approaches

13·1 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander

13·2 Mediator Attitudes Toward Outcomes: A Philosophical View by Kevin Gibson

13·3 The Manager as the third Party: Deciding How to Intervene in Employee Disputes by A.R. Elangovan

Section Fourteen: Applications of Negotiation

14·1 Bargaining Under the Influence: The Role of Alcohol in Negotiations by Maurice Schweitzer and Jeffrey L. Kerr

14·2 She Stands on Common Ground by Jill Rosenfeld

14·3 The Ultimate Guide to Internet Deals by Scott Kirsner


1. The Disarmament Exercise

2. Pemberton’s Dilemma

3. The Commons Dilemma

4. The Used Car

5. Knight Engine/Excalibur Engine Parts

6. Gtechnica – AccellMedia

7. Universal Computer Company I

8. Universal Computer Company II

9. Twin Lakes Mining Company

10. Salary Negotiations

11. Job Offer Negotiation: Joe Tech and Robust Routers

12. The Employee Exit Interview

13. Newtown School Dispute

14. Bestbooks/Paige Turner

15. Elmwood Hospital Dispute

16. The Power Game

17. Coalition Bargaining

18. Jordan Electronics Company

19. Third-Party Conflict Resolution

20. The Connecticut Valley School

21. Alpha-Beta

22. The New House Negotiation

23. Eurotechnologies, Inc.

24. The Pakastani Prunes

25. Planning for Negotiations

26. Sanibel Island

27. The Playground Negotiation

28. Collecting Nos

29. 500 English Sentences

30. Sick Leave

31. Town of Tamarack


1. Capital Mortgage Insurance Corporation (A)

2. Pacific Oil Company (A)

3. The Ken Griffey, Jr. Negotiation

4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)

5. Vanessa Abrams (A)

6. 500 English Sentences

7. Sick LeaveQuestionnaires

1. The Personal Bargaining Inventory

2. The SINS II Scale

3. The Influence Tactics Inventory

4. The Trust Scale

5. Communication Competence

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