Negotiation: Readings, Exercises, and Cases

by Lewicki, Roy J.

• ISBN13: 9780072973105
• ISBN10: 0072973102
• Edition: 5th
• Format: Paperback
• Copyright: 2006-02-15
• Publisher: McGraw-Hill/Irwin

Summary

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 1 Negotiation Fundamentals	1	(152)
Three Approaches to Resolving Disputes: Interests, Rights, and Power	1	(13)
William L. Ury
Jeanne M. Brett
Stephen B. Goldberg
Selecting a Strategy	14	(16)
Roy J. Lewicki
Alex Hiam
Karen W. Olander
Making Strategic Moves	30	(25)
Deborah M. Kolb
Judith Williams
Six Habits of Merely Effective Negotiators	55	(11)
James K. Sebenius
Successful Negotiating	66	(8)
Julia Tipler
The Negotiation Checklist	74	(14)
Tony Simons
Thomas M. Tripp
Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch	88	(10)
Charles B. Craver
Secrets of Power Negotiating	98	(11)
Roger Dawson
Defusing the Exploding Offer: The Farpoint Gambit	109	(8)
Robert J. Robinson
Implementing a Collaborative Strategy	117	(17)
Roy J. Lewicki
Alex Hiam
Karen W. Olander
Interest-Based Negotiation: An Engine-Driving Change	134	(7)
John R. Stepp
Kevin M. Sweeney
Robert L. Johnson
Negotiating Lessons from the Browser Wars	141	(12)
James K. Sebenius
Section 2 Negotiation Subprocesses	153	(94)
Negotiating Rationally: The Power and Impact of the Negotiator's Frame	153	(10)
Margaret A. Neale
Max H. Bazerman
Psychological Traps	163	(8)
Jeffrey Z. Rubin
The Behavior of Successful Negotiators	171	(12)
Neil Rackham
Staying with No	183	(5)
Holly Weeks
Where Does Power Come From?	188	(9)
Jeffrey Pfeffer
Harnessing the Science of Persuasion	197	(9)
Robert B. Cialdini
Breakthrough Bargaining	206	(9)
Deborah M. Kolb
Judith Williams
Ethics in Negotiation: Oil and Water or Good Lubrication?	215	(15)
H. Joseph Reitz
James A. Wall, Jr.
Mary Sue Love
Three Schools of Bargaining Ethics	230	(6)
G. Richard Shell
Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?	236	(11)
Raymond A. Friedman
Debra L. Shapiro
Section 3 Negotiation Contexts	247	(76)
Can We Negotiate and Still Be Friends?	247	(6)
Terri Kurtzberg
Victoria Husted Medvec
Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation	253	(14)
Deborah M. Kolb
The High Cost of Low Trust	267	(4)
Keith G. Allred
When Should We Use Agents? Direct versus Representative Negotiation	271	(7)
Jeffrey Z. Rubin
Frank E.A. Sander
When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal	278	(5)
James K. Sebenius
The Closer	283	(7)
Erin Strout
The New Boss	290	(14)
Matt Bai
Get Things Done through Coalitions	304	(7)
Margo Vanover
When Interests Collide: Managing Many Parties at the Table	311	(4)
Susan Hackley
Negotiating Teams: A Levels of Analysis Approach	315	(8)
Susan Brodt
Leigh Thompson
Section 4 Individual Differences	323	(26)
The Power of Talk: Who Gets Heard and Why	323	(14)
Deborah Tannen
Women Don't Ask	337	(8)
Linda Babcock
Sara Laschever
Should You Be a Negotiator?	345	(4)
Ray Friedman
Bruce Barry
Section 5 Negotiation across Cultures	349	(56)
Negotiation and Culture: A Framework	349	(17)
Jeanne M. Brett
Intercultural Negotiation in International Business	366	(19)
Jeswald W. Salacuse
Tales of the Bazaar: Interest-Based Negotiation across Cultures	385	(16)
Jeffrey M. Senger
American Strengths and Weaknesses	401	(4)
Tommy T. B. Koh
Section 6 Resolving Differences	405	(80)
Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia?	405	(14)
Chris Huxham
Siv Vangen
Taking Steps toward ``Getting to Yes'' at Blue Cross and Blue Shield of Florida	419	(5)
Bridget Booth
Matt McCredie
Taking the Stress Out of Stressful Conversations	424	(9)
Holly Weeks
Renegotiating Existing Agreements: How to Deal with ``Life Struggling against Form''	433	(18)
Jeswald W. Salacuse
Negotiating with Problem People	451	(4)
Len Leritz
When and How to Use Third-Party Help	455	(18)
Roy J. Lewicki
Alexander Hiam
Karen Wise Olander
The Manager as the Third Party: Deciding How to Intervene in Employee Disputes	473	(12)
A. R. Elangovan
Section 7 Summary	485	(226)
Best Practices in Negotiation	485	(226)
Roy J. Lewicki
David M. Saunders
Bruce Barry
Exercises
The Subjective Value Inventory (SVI)	495	(3)
Pemberton's Dilemma	498	(3)
The Commons Dilemma	501	(1)
The Used Car	502	(2)
Knight Engines/Excalibur Engine Parts	504	(1)
GTechnica---AccelMedia	505	(1)
Planning for Negotiations	506	(3)
The Pakistani Prunes	509	(1)
Universal Computer Company I	510	(3)
Universal Computer Company II	513	(1)
Twin Lakes Mining Company	514	(3)
City of Tamarack	517	(3)
Island Cruise	520	(5)
Salary Negotiations	525	(1)
Job Offer Negotiation: Joe Tech and Robust Routers	526	(5)
The Employee Exit Interview	531	(1)
Newtown School Dispute	532	(5)
Bestbooks/Paige Turner	537	(1)
Strategic Moves and Turns	538	(2)
Elmwood Hospital Dispute	540	(3)
The Power Game	543	(1)
Coalition Bargaining	544	(3)
The Connecticut Valley School	547	(3)
Bakery--Florist--Grocery	550	(1)
The New House Negotiation	551	(2)
Eurotechnologies, Inc.	553	(7)
Third-Party Conflict Resolution	560	(5)
500 English Sentences	565	(1)
Sick Leave	566	(1)
Alpha---Beta	567	(2)
Bacchus Winery	569	(1)
Collecting Nos	570	(3)
Cases
Capital Mortgage Insurance Corporation (A)	573	(15)
Pacific Oil Company (A)	588	(28)
A Power Play for Howard	616	(11)
Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)	627	(9)
The Ken Griffey Jr. Negotiation	636	(11)
Teotihuacan Murals	647	(14)
Midwestern::Contemporary Art	661	(7)
500 English Sentences	668	(10)
Sick Leave	678	(11)
Questionnaires
The Personal Bargaining Inventory	689	(3)
The SINS II Scale	692	(2)
The Influence Tactics Inventory	694	(2)
The Trust Scale	696	(5)
Communication Competence Scale	701	(10)
title index	711	(2)
name index	713