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Negotiation: readings, exercises, and cases

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Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6/e 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: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, Individual Differences, Negotiation across Cultures, Resolving Differences, and 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.

Table of contents :
Cover Page 1
Title Page 2
Copyright Page 3
Dedication 4
About the Author 5
Preface 6
Table of Content 9
1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power 12
1.2 Selecting a Strategy 25
1.3 Balancing Act: How to Manage Negotiation Tensions 41
1.4 The Negotiation Checklist 45
1.5 Effective Negotiating Techniques: From Selecting 59
1.6 Closing Your Business Negotiations 76
1.7 Defusing the Exploding Offer: The Farpoint Gambit 83
1.8 Implementing a Collaborative Strategy 91
1.9 Solve Joint Problems to Create and Claim Value 108
1.10 Even at Megastores, Hagglers Find No PriceIs Set in Stone 123
2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame 126
2.2 Managers and Their Not-So Rational Decisions 136
2.3 When Your Thoughts Work Against You 146
2.4 Untapped Power: Emotions in Negotiation 150
2.5 Staying with No 158
2.6 Risks of E-Mail 163
2.7 Where Does Power Come From? 170
2.8 Harnessing the Science of Persuasion 179
2.9 The Six Channels of Persuasion 188
2.10 Negotiating with Liars 194
2.11 Negotiation Ethics 204
2.12 Three Schools of Bargaining Ethics 209
2.13 A Painful Close 215
3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation 222
3.2 The Soft Sell 236
3.3 Bargaining in the Shadow of the Tribe 239
3.4 The Fine Art of Making Concessions 251
3.5 The High Cost of Low Trust 255
3.6 Consequences of Principal and Agent 259
3.7 The Tension between Principals and Agents 267
3.8 When a Contract Isn’t Enough: How to Be SureYour Agent Gets You the Best Deal 278
3.9 This Is Not a Game: Top Sports AgentsShare Their Negotiating Secrets 283
3.10 The New Boss 288
3.11 Can’t Beat Them? Then Join a Coalition 302
3.12 Building and Maintaining Coalitionsand Allegiances throughout Negotiations 305
3.13 The Surprising Benefits of Conflictin Negotiating Teams 309
4.1 Women Don’t Ask 312
4.2 Become a Master Negotiator 320
4.3 Should You Be a Negotiator? 328
5.1 Culture and Negotiation 332
5.2 Intercultural Negotiation in International Business 350
5.3 American Strengths and Weaknesses 369
6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? 374
6.2 Taking Steps toward “Getting to Yes”at Blue Cross and Blue Shield of Florida 388
6.3 Taking the Stress Out of Stressful Conversations 393
6.4 Renegotiating Existing Agreements: How to Dealwith “Life Struggling against Form” 402
6.5 Negotiating with Disordered People 420
6.6 When and How to Use Third-Party Help 428
6.7 Investigative Negotiation 446
7.1 Best Practices in Negotiation 454
7.2 Getting Past Yes: Negotiatingas if Implementation Mattered 464
7.3 Seven Strategies for Negotiating Success: Some Fancy Footwork for the Salary Pas de Deux 477
7.4 Six Habits of Merely Effective Negotiators 483
1. The Subjective Value Inventory (SVI) 494
2. Pemberton’s Dilemma 497
3. The Commons Dilemma 500
4. The Used Car 501
5. Knight Engines/Excalibur Engine Parts 503
6. GTechnica—AccelMedia 504
7. Toyonda 505
8. Planning for Negotiations 506
9. The Pakistani Prunes 509
10. Universal Computer Company 510
11. Twin Lakes Mining Company 513
12. City of Tamarack 516
13. Island Cruise 519
14. Salary Negotiations 524
15. Job Offer Negotiation: Joe Tech and Robust Routers 525
16. The Employee Exit Interview 530
17. Live8 531
18. Ridgecrest School Dispute 532
19. Bestbooks/Paige Turner 539
20. Strategic Moves and Turns 540
21. Elmwood Hospital Dispute 542
22. The Power Game 545
23. Coalition Bargaining 546
24. The Connecticut Valley School 549
25. Bakery–Florist–Grocery 552
26. The New House Negotiation 553
27. The Buena Vista Condo 555
28. Eurotechnologies, Inc. 556
29. Third-Party Conflict Resolution 563
30. AuraCall Inc. 568
31. 500 English Sentences 569
32. Sick Leave 570
33. Alpha–Beta 571
34. Galactica SUV 573
35. Bacchus Winery 574
36. Collecting Nos 575
37. A Team in Trouble 577
1. Capital Mortgage Insurance Corporation (A) 578
2. Pacific Oil Company (A) 593
3. Negotiating on Thin Ice: The 2004–2005 NHL Dispute (A) 621
4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 640
5. Bargaining Strategy in Major League Baseball 649
6. Midwestern::Contemporary Art 660
7. 500 English Sentences 667
8. Sick Leave 677
1. The Personal Bargaining Inventory 688
2. The SINS II Scale 691
3. Six Channels of Persuasion Survey 693
4. The Trust Scale 697
5. Communication Competence Scale 702
6. The Cultural Intelligence Scale 704
1. Negotiating on Thin Ice: The 2004–2005 NHL Dispute (B) 706

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Availability

Detail Information

Series Title

-

Call Number

658.405 LEW n

Publisher

New York : McGraw-Hill., 2010

Collation

x, 708 hlm.; 24 cm.

Language

English

ISBN/ISSN

9780071267748

Classification

658.405

Content Type

-

Media Type

-

Carrier Type

-

Edition

Sixth Edition (International Edition)

Subject(s)

Negotiation--Business
teori dan teknik negosiasi

Specific Detail Info

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Statement of Responsibility

Roy J. Lewicki, dkk.

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