Negotiation: Readings, Exercises and Cases / Edition 2

Negotiation: Readings, Exercises and Cases / Edition 2

by Roy J. Lewicki
     
 

ISBN-10: 0256101647

ISBN-13: 9780256101645

Pub. Date: 10/28/1992

Publisher: McGraw-Hill Higher Education

Negotiation is a fundamental skill, not only for successful management, but also for successful living. Negotiation: Readings, Exercises and Cases 6e takes an experiential approach to this skill and explores the major concepts and theories of the psychology of bargaining and negotiation, resulting in a text that reflects the very best and most recent work on

Overview

Negotiation is a fundamental skill, not only for successful management, but also for successful living. Negotiation: Readings, Exercises and Cases 6e takes an experiential approach to this skill and explores the major concepts and theories of the psychology of bargaining and negotiation, resulting in a text that reflects the very best and most recent work on negotiation and the related topics of power, influence, and conflict management.

Examples of new readings, exercise, and cases include:

Balancing Act: How to Manage Negotiation Tensions

Negotiation Ethics

Four Strategies for Making Concessions

Become a Master Negotiator

Culture and Negotiation

Investigative Negotiation

Seven Strategies for Negotiating Success

Ridgecrest School Dispute

Bargaining Strategy in Major League Baseball

The authors have carefully organized Negotiation: Readings, Exercises and Cases 6e to coordinate closely with their newly revised text, Negotiation 6e, as well as with the shorter version of the text, Essentials of Negotiation 5e. All three texts in this series can work together to create a comprehensive learning system.

Product Details

ISBN-13:
9780256101645
Publisher:
McGraw-Hill Higher Education
Publication date:
10/28/1992
Edition description:
Older Edition
Pages:
784

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

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >