Negotiation : readings, exercises and cases
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Bibliographic Information
Negotiation : readings, exercises and cases
（McGraw-Hill higher education）
McGraw-Hill, 2010
6th ed., McGraw-Hill international ed
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Includes bibliographical references and indexes
Description and Table of Contents
Description
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) 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
Readings Section 1 Negotiation Fundamentals1.1Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg1.2Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander1.3NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley1.4The Negotiation Checklist by Tony Simons and Thomas Tripp1.5NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero1.6NEW! Closing Your Business Negotiations by Claude Cellich1.7Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson1.8Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander1.9NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius1.10NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel Section 2 Negotiation Subprocesses2.1Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman.2.2NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi2.3NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter2.4NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro2.5Staying with No by Holly Weeks2.6NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness2.7Where Does Power Come From? by Jeffrey Pfeffer2.8Harnessing the Science of Persuasion by Robert B. Cialdini2.9NEW! The Six Channels of Persuasion by G. Richard Shell2.10 NEW! Negotiating With Liars by Robert S. Adler2.11 NEW! Negotiation Ethics by Charles B. Craver2.12 Three Schools of Bargaining Ethics by G. Richard Shell2.13 NEW! A Painful Close by Leonard Greenhalgh Section 3 Negotiation Contexts3.1Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Margaret A. Neale and Max H. Bazerman3.2NEW! The Soft Sell by Chuck Salter3.3NEW! Bargaining in the Shadow of the Tribe by John H. Wade3.4NEW! Four Strategies for Making Concessions by Deepak Malhotra3.5The High Cost of Low Trust by Keith G. Allred3.6NEW! Consequences of Principal and Agent by Jayne Seminare Docherty and Marcia Caton Campbell3.7NEW! The Tension between Principals and Agents by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello3.8When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius.3.9NEW! This is Not a Game by Alix Stuart3.10 The New Boss by Matt Bai3.11 NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations by Lisa Bracken3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter Section 4 Individual Differences4.1Women Don't Ask by Linda Babcock and Sara Laschever4.2NEW! Become a Master Negotiator by Michael Benoliel with Linda Cashdan4.3Should You Be a Negotiator? by Ray Friedman and Bruce Barry Section 5 Negotiation across Cultures5.1NEW! Culture and Negotiation by Jeanne M. Brett5.2Intercultural Negotiation in International Business by Jeswald W. Salacuse5.3American Strengths and Weaknesses by Tommy T. B. Koh Section 6 Resolving Differences6.1Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia by Chris Huxham and Siv Vangen6.2Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie6.3Taking the Stress Out of Stressful Conversations by Holly Weeks6.4Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" by Jeswald W. Salacuse6.5NEW! Negotiating with Disordered People by Elizabeth L. Jeglic and Alexander A. Jeglic6.6When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander6.7NEW! Investigative Negotiation by Deepak Malhotra and Max H. Bazerman Section 7 Summary7.1Best Practices in Negotiation by Roy J. Lewicki, Bruce Barry, and David M. Saunders7.2NEW! 'Getting Past Yes': Negotiating as if Implementation Mattered by Danny Ertel7.3NEW! Seven Strategies for Negotiating Success by Max Messmer7.4Six Habits of Merely Effective Negotiators by James K. Sebenius Exercises 1.The Subjective Value Inventory (SVI) 2.Pemberton's Dilemma 3.The Commons Dilemma 4.The Used Car 5.Knight Engines/Excalibur Engine Parts 6.GTechnica-AccelMedia 7.NEW! Toyonda 8.Planning for Negotiations 9.The Pakistani Prunes10. Universal Computer Company 11. Twin Lakes Mining Company12. City of Tamarack13. Island Cruise14.Salary Negotiations15.Job Offer Negotiation: Joe Tech and Robust Routers16.The Employee Exit Interview17.NEW! Live818.NEW! Ridgecrest School Dispute19.Bestbooks/Paige Turner20.Strategic Moves and Turns21.Elmwood Hospital Dispute22.The Power Game23.Coalition Bargaining24.The Connecticut Valley School25.Bakery-Florist-Grocery26.The New House Negotiation27.NEW! The Buena Vista Condo28.Eurotechnologies, Inc.29.Third-Party Conflict Resolution30.NEW! AuraCall, Inc.31.500 English Sentences32.Sick Leave33.Alpha-Beta34.NEW! Galactica SUV35.Bacchus Winery36.Collecting Nos37.NEW! A Team in Trouble Cases 1.Capital Mortgage Insurance Corporation (A) 2.Pacific Oil Company (A) 3.NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) 4.Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 5.NEW! Bargaining Strategy in Major League Baseball 6.Midwestern: Contemporary Art 7.500 English Sentences 8.Sick Leave Questionnaires 1.The Personal Bargaining Inventory 2.The SINS II Scale 3.NEW! Six Channels Survey 4.The Trust Scale 5.Communication Competence Scale 6.NEW! Cultural Intelligence (CQS) Appendix1.NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)
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