Negotiation : readings, exercises, and cases / Roy J. Lewicki ... [and others].

Format:

Book

Contributor:

Lewicki, Roy J.

Alumni and Friends Memorial Book Fund.

Rosengarten Family Fund.

Language:

English

Subjects (All):

Negotiation in business.

Negotiation.

Negotiation--Case studies.

Genre:

Case studies.

Physical Description:

xvii, 722 pages : illustrations ; 24 cm

Edition:

Fourth edition.

Place of Publication:

Boston : McGraw-Hill/Irwin, [2003]

Summary:

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.

Contents:

Section 1 The Nature of Negotiation 1

1.1 How to Get Them to Show You the Money / Alan M. Webber 2

1.2 Three Approaches to Resolving Disputes: Interests, Rights, and Power / William L. Ury, Jeanne M. Brett, Stephen B. Goldberg 10

1.3 Consider Both Relationships and Substance When Negotiating Strategically / Grant T. Savage, John D. Blair, Ritch L. Sorenson 23

Section 2 Prenegotiation Planning 41

2.1 Preparing for Negotiations / Bill Scott 42

2.2 The Negotiation Checklist / Tony Simons, Thomas M. Tripp 50

2.3 The Right Game: Use Game Theory to Shape Strategy / Adam M. Brandenburger, Barry J. Nalebuff 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 / Charles B. Craver 84

3.2 Secrets of Power Negotiating / Roger Dawson 94

3.3 Defusing the Exploding Offer: The Farpoint Gambit / Robert J. Robinson 105

Section 4 Strategy and Tactics of Integrative Negotiation 113

4.1 Interest-Based Negotiation: An Engine-Driving Change / John R. Stepp, Kevin M. Sweeney, Robert L. Johnson 114

4.2 Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation / Terry Anderson 122

4.3 Some Wise and Mistaken Assumptions about Conflict and Negotiation / Jeffrey Z. Rubin 131

Section 5 Communication and Cognitive Biases 141

5.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame / Margaret A. Neale, Max H. Bazerman 142

5.2 How to Frame a Message: The Art of Persuasion and Negotiation / Lyle Sussman 152

5.3 Psychological Traps / Jeffrey Z. Rubin 160

5.4 The Behavior of Successful Negotiators / Neil Rackham 169

Section 6 Finding Negotiation Leverage 183

6.1 Where Does Power Come From? / Jeffrey Pfeffer 184

6.2 How to Become an Influential Manager / Bernard Keys, Thomas Case 192

6.3 Breakthrough Bargaining / Deborah M. Kolb, Judith Williams 208

6.4 The Good Guy's Guide to Office Politics / Michael Warshaw 217

Section 7 Ethics in Negotiation 223

7.1 The Ethics and Profitability of Bluffing in Business / Richard E. Wokutch, Thomas L. Carson 224

7.2 Ethics in Negotiation: Oil and Water or Good Lubrication? / H. Joseph Reitz, James A. Wall, Jr., Mary Sue Love 230

7.3 Deception and Mutual Gains Bargaining: Are they Mutually Exclusive? / Raymond A. Friedman, Debra L. Shapiro 245

Section 8 Social Context 255

8.1 When Should We Use Agents? Direct versus Representative Negotiation / Jeffrey Z. Rubin, Frank E. A. Sander 256

8.2 Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals / Blair H. Sheppard 264

8.3 Can We Negotiate and Still be Friends? / Terri Kurtzberg, Victoria Medvec 281

8.4 Whom Can You Trust? It's Not So Easy to Tell / Thomas A. Stuart 287

Section 9 Coalitions, Multiple Parties, and Teams 291

9.1 A Core Model of Negotiation / Thomas Colosi 292

9.2 Reengineering Negotiations / Susan Doctoroff 298

9.3 Get Things Done through Coalitions / Margo Vanover 308

Section 10 Individual Differences 315

10.1 The Power of Talk: Who Gets Heard and Why / Deborah Tannen 316

10.2 Are You Smart Enough to Keep Your Job? / Alan Farnham 330

10.3 Should You Be a Negotiator? / Ray Friedman, Bruce Barry 336

Section 11 Global Negotiations 339

11.1 International Negotiations: An Entirely Different Animal / Drew Martin, Jackie Mayfield, Milton Mayfield, Paul Herbig 340

11.2 Intercultural Negotiation in International Business / Jeswald W. Salacuse 355

11.3 American Strengths and Weaknesses / Tommy T. B. Koh 374

11.4 Negotiating with Romans / Stephen E. Weiss 378

Section 12 Managing Difficult Negotiation Situations: Individual Approaches 417

12.1 Negotiating with Problem People / Len Leritz 418

12.2 Open Mouth

Close Career / Michael Warshaw 422

12.3 Negotiating with a Customer You Can't Afford to Lose / Thomas C. Keiser 427

Section 13 Managing Difficult Negotiation Situations: Third-Party Approaches 435

13.1 When and How to Use Third-Party Help / Roy J. Lewicki, Alexander Hiam, Karen Wise Olander 436

13.2 Mediator Attitudes toward Outcomes: A Philosophical View / Kevin Gibson 454

13.3 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes / A. R. Elangovan 467

Section 14 Applications of Negotiation 479

14.1 Bargaining under the Influence: The Role of Alcohol in Negotiations / Maurice E. Schweitzer, Jeffrey L. Kerr 480

14.2 She Stands on Common Ground / Jill Rosenfeld 496

14.3 The Ultimate Guide to Internet Deals / Scott Kirsner 498

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.

Notes:

Includes bibliographical references and index.

Local Notes:

Acquired for the Penn Libraries with assistance from the Rosengarten Family Fund.

Acquired for the Penn Libraries with assistance from the Alumni and Friends Memorial Book Fund.

ISBN:

0072429658

0071123164

OCLC:

49226361

Online:

Publisher description