Negotiation: Readings, Exercises, and Cases
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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 A...
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. Nalebuff Section 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 Exercises 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 Cases 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 Leave Questionnaires 1. The Personal Bargaining Inventory 2. The SINS II Scale 3. The Influence Tactics Inventory 4. The Trust Scale 5. Communication Competence
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. Nalebuff Section 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 Exercises 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 Cases 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 Leave Questionnaires 1. The Personal Bargaining Inventory 2. The SINS II Scale 3. The Influence Tactics Inventory 4. The Trust Scale 5. Communication Competence