Negotiation: Readings, Cases, and Exercises / Edition 3

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Negotiation: Readings, Exercises, and Cases is designed to help you "learn by doing." The text features a variety of exercises, readings, and cases that let you experience the concepts you are studying. This new edition is the perfect enhancement for learning about the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. The cases featured in this text are organized to correspond with the material in the main text, Negotiation, but Negotiation: Readings, Exercises, and Cases is a perfect stand-alone learning tool for those who want to experience the art of negotiation.
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Product Details

  • ISBN-13: 9780256215915
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 6/8/1998
  • Edition description: Older Edition
  • Edition number: 3
  • Pages: 744
  • Product dimensions: 6.30 (w) x 9.09 (h) x 1.18 (d)

Table of Contents

Section 1 The Nature of Negotiation 1
1.1 How to Get Them to Show You the Money 2
1.2 Three Approaches to Resolving Disputes: Interests, Rights, and Power 10
1.3 Consider Both Relationships and Substance When Negotiating Strategically 23
Section 2 Prenegotiation Planning 41
2.1 Preparing for Negotiations 42
2.2 The Negotiation Checklist 50
2.3 The Right Game: Use Game Theory to Shape Strategy 64
Section 3 Strategy and Tactics of Distributive Bargaining 83
3.1 Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch 84
3.2 Secrets of Power Negotiating 94
3.3 Defusing the Exploding Offer: The Farpoint Gambit 105
Section 4 Strategy and Tactics of Integrative Negotiation 113
4.1 Interest-Based Negotiation: An Engine-Driving Change 114
4.2 Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation 122
4.3 Some Wise and Mistaken Assumptions about Conflict and Negotiation 131
Section 5 Communication and Cognitive Biases 141
5.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame 142
5.2 How to Frame a Message: The Art of Persuasion and Negotiation 152
5.3 Psychological Traps 160
5.4 The Behavior of Successful Negotiators 169
Section 6 Finding Negotiation Leverage 183
6.1 Where Does Power Come From? 184
6.2 How to Become an Influential Manager 192
6.3 Breakthrough Bargaining 208
6.4 The Good Guy's Guide to Office Politics 217
Section 7 Ethics in Negotiation 223
7.1 The Ethics and Profitability of Bluffing in Business 224
7.2 Ethics in Negotiation: Oil and Water or Good Lubrication? 230
7.3 Deception and Mutual Gains Bargaining: Are they Mutually Exclusive? 245
Section 8 Social Context 255
8.1 When Should We Use Agents? Direct versus Representative Negotiation 256
8.2 Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals 264
8.3 Can We Negotiate and Still be Friends? 281
8.4 Whom Can You Trust? It's Not So Easy to Tell 287
Section 9 Coalitions, Multiple Parties, and Teams 291
9.1 A Core Model of Negotiation 292
9.2 Reengineering Negotiations 298
9.3 Get Things Done through Coalitions 308
Section 10 Individual Differences 315
10.1 The Power of Talk: Who Gets Heard and Why 316
10.2 Are You Smart Enough to Keep Your Job? 330
10.3 Should You Be a Negotiator? 336
Section 11 Global Negotiations 339
11.1 International Negotiations: An Entirely Different Animal 340
11.2 Intercultural Negotiation in International Business 355
11.3 American Strengths and Weaknesses 374
11.4 Negotiating with Romans 378
11.5 Negotiating with Romans--Part 2 394
Section 12 Managing Difficult Negotiation Situations: Individual Approaches 417
12.1 Negotiating with Problem People 418
12.2 Open Mouth--Close Career 422
12.3 Negotiating with a Customer You Can't Afford to Lose 427
Section 13 Managing Difficult Negotiation Situations: Third-Party Approaches 435
13.1 When and How to Use Third-Party Help 436
13.2 Mediator Attitudes toward Outcomes: A Philosophical View 454
13.3 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes 467
Section 14 Applications of Negotiation 479
14.1 Bargaining under the Influence: The Role of Alcohol in Negotiations 480
14.2 She Stands on Common Ground 496
14.3 The Ultimate Guide to Internet Deals 498
Exercises 510
1. The Disarmament Exercise 512
2. Pemberton's Dilemma 518
3. The Commons Dilemma 521
4. The Used Car 522
5. Knight Engine/Excalibur Engine Parts 524
6. GTechnica--AccelMedia 525
7. Universal Computer Company I 526
8. Universal Computer Company II 530
9. Twin Lakes Mining Company 531
10. Salary Negotiations 534
11. Job Offer Negotiation: Joe Tech and Robust Routers 535
12. The Employee Exit Interview 540
13. Newtown School Dispute 541
14. Bestbooks/Paige Turner 547
15. Elmwood Hospital Dispute 548
16. The Power Game 551
17. Coalition Bargaining 552
18. Jordan Electronics Company 555
19. Third-Party Conflict Resolution 559
20. The Connecticut Valley School 564
21. Alpha-Beta 567
22. The New House Negotiation 569
23. Eurotechnologies, Inc. 571
24. The Pakistani Prunes 578
25. Planning for Negotiations 579
26. Sanibel Island 582
27. The Playground Negotiation 586
28. Collecting Nos 595
29. 500 English Sentences 597
30. Sick Leave 598
31. Town of Tamarack 599
32. Bacchus Winery 602
Cases 603
1. Capital Mortgage Insurance Corporation (A) 604
2. Pacific Oil Company (A) 619
3. The Ken Griffey Jr. Negotiation 647
4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 658
5. Vanessa Abrams (A) 667
6. 500 English Sentences 671
7. Sick Leave 681
Questionnaires 691
1. The Personal Bargaining Inventory 692
2. The SINS II Scale 696
3. The Influence Tactics Inventory 699
4. The Trust Scale 701
5. Communication Competence 705
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