BN.com Gift Guide

Negotiation: Readings, Exercises, and Cases / Edition 6

Paperback (Print)
Rent
Rent from BN.com
$35.39
(Save 78%)
Est. Return Date: 01/20/2015
Buy Used
Buy Used from BN.com
$96.99
(Save 39%)
Item is in good condition but packaging may have signs of shelf wear/aging or torn packaging.
Condition: Used – Good details
Used and New from Other Sellers
Used and New from Other Sellers
from $53.97
Usually ships in 1-2 business days
(Save 66%)
Other sellers (Paperback)
  • All (23) from $53.97   
  • New (10) from $95.82   
  • Used (13) from $53.97   

Overview

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.
Read More Show Less

Product Details

  • ISBN-13: 9780073530314
  • Publisher: McGraw-Hill Higher Education
  • Publication date: 12/18/2009
  • Edition description: Older Edition
  • Edition number: 6
  • Pages: 720
  • Sales rank: 85,734
  • Product dimensions: 7.30 (w) x 9.00 (h) x 1.10 (d)

Meet the Author

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 24 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 Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

Bruce Barry is a professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, ethics, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division.

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

Read More Show Less

Table of Contents

Section 1 Negotiation Fundamentals

1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power 1

1.2 Selecting a Strategy 14

1.3 Balancing Act: How to Manage Negotiation Tensions 30

1 4 The Negotiation Checklist 34

1.5 Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions 48

1.6 Closing Your Business Negotiations 65

1.7 Defusing the Exploding Offer: The Farpoint Gambit 72

1.8 Implementing a Collaborative Strategy 80

1.9 Solve Joint Problems to Create and Claim Value 97

1.10 Even at Megastores, Hagglers Find No Price Is Set in Stone 112

Section 2 Negotiation Subprocesses

2.l Negotiating Rationally: The Power and Impact of the Negotiator's Frame 115

2 2 Managers and Their Not-So Rational Decisions 125

2.3 When Your Thoughts Work Against You 135

2.4 Untapped Power: Emotions in Negotiation 139

2.5 Staying with No 147

2.6 Risks of E-Mail 152

2.7 Where Does Power Come From? 159

2.8 Harnessing the Science of Persuasion 168

2 9 The Six Channels of Persuasion 177

2 10 Negotiating with Liars 183

2 11 Negotiation Ethics 193

2 12 Three Schools of Bargaining Ethics 198

2 13 A Painful Close 204

Section 3 Negotiation Contexts

3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation 211

3.2 The Soft Sell 225

3.3 Bargaining in the Shadow of the Tribe 228

3.4 The Fine Art of Making Concessions 240

3.5 The High Cost of Low Trust 244

3.6 Consequences of Principal and Agent 248

3.7 The Tension between Principals and Agents 256

3.8 When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal 267

3 9This Is Not a Game: Top Sports Agents Share Their Negotiating Secrets 272

3.10 The New Boss 277

3.11 Can't Beat Them? Then Join a Coalition 291

3 12 Building and Maintaining Coalitions and Allegiances throughout Negotiations 294

3.13 The Surprising Benefits of Conflict in Negotiating Teams 298

Section 4 Individual Differences

4 1 Women Don't Ask 301

4 2 Become a Master Negotiator 309

4.3 Should You Be a Negotiator? 317

Section 5 Negotiation across Cultures

5.1 Culture and Negotiation 321

5.2 Intercultural Negotiation in International Business 339

5.3 American Strengths and Weaknesses 358

Section 6 Resolving Differences

6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? 363

6.2 Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida 377

6.3 Taking the Stress Out of Stressful Conversations 382

6 4 Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" 391

6.5 Negotiating with Disordered People 409

6.6 When and How to Use Third-Party Help 417

6.7 Investigative Negotiation 435

Section 7 Summary

7 1 Best Practices in Negotiation 443

7 2 Getting Past Yes: Negotiating as if Implementation Mattered 453

7.3 Seven Strategies for Negotiating Success: Some Fancy Footwork for the Salary Pas de Deux 466

7.4 Six Habits of Merely Effective Negotiators 472

Exercises

1 The Subjective Value Inventory (SVI) 483

2 Pemberton's Dilemma 486

3 The Commons Dilemma 489

4 The Used Car 490

5 Knight Engines/Excalibur Engine Parts 492

6 GTechnica-AccelMedia 493

7 Toyonda 494

8 Planning for Negotiations 495

9 The Pakistani Prunes 498

10 Universal Computer Company 499

11 Twin Lakes Mining Company 502

12 City of Tamarack 505

13 Island Cruise 508

14 Salary Negotiations 513

15 Job Offer Negotiation: Joe Tech and Robust Routers 514

16 The Employee Exit Interview 519

17 Live8 520

18 Ridgecrest School Dispute 521

19 Bestbooks/Paige Turner 528

20 Strategic Moves and Turns 529

21 Elmwood Hospital Dispute 531

22 The Power Game 534

23 Coalition Bargaining 535

24 The Connecticut Valley School 538

25 Bakery-Florist-Grocery 541

26 The New House Negotiation 542

27 The Buena Vista Condo 544

28 Eurotechnologies, Inc 545

29 Third-Party Conflict Resolution 552

30 AuraCall Inc 557

31 500 English Sentences 558

32 Sick Leave 559

33 Alpha-Beta 560

34 Galactica SUV 562

35 Bacchus Winery 563

36 Collecting Nos 564

37 A Team in Trouble 566

Cases

1 Capital Mortgage Insurance Corporation (A) 567

2 Pacific Oil Company (A) 582

3 Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) 610

4 Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 629

5 Bargaining Strategy in Major League Baseball 638

6 Midwestern: Contemporary Art 649

7 500 English Sentences 656

8 Sick Leave 666

Questionnaires

1 The Personal Bargaining Inventory 677

2 The SINS II Scale 680

3 Six Channels of Persuasion Survey 682

4 The Trust Scale 686

5 Communication Competence Scale 691

6 The Cultural Intelligence Scale 693

Appendix

1 Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B) 695

Title Index 699

Name Index 701

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)