Negotiation: Readings, Exercises and Cases / Edition 2

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $1.99
Usually ships in 1-2 business days
(Save 95%)
Other sellers (Hardcover)
  • All (29) from $1.99   
  • New (3) from $50.00   
  • Used (26) from $1.99   
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any coupons and promotions
Seller since 2015

Feedback rating:



New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Seller since 2015

Feedback rating:


Condition: New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Seller since 2008

Feedback rating:


Condition: New

Ships from: Chicago, IL

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Page 1 of 1
Showing All
Sort by


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.

Read More Show Less

Product Details

  • ISBN-13: 9780256101645
  • Publisher: McGraw-Hill Higher Education
  • Publication date: 10/28/1992
  • Edition description: Older Edition
  • Edition number: 2
  • Pages: 784

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


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


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


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


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


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & 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 & 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 & 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 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


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & 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 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)