Negotiation: Readings, Exercises, and Cases

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9780072973105: Negotiation: Readings, Exercises, and Cases

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/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. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

L'autore:

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.

David M. Saunders is Dean of the Faculty of Management at the University of Calgary in Calgary, 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.

Contenuti:

Section One: Negotiation Fundamentals

1-1 Three Approaches to Resolving Disputes: Interests, Rights and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg

1-2 Selecting a Strategy by Roy J. Lewicki, Alex Hiam and Karen W. Olander

1-3 Making Strategic Moves by Deborah M. Kolb and Judith Williams

1-4 Six Habits of Merely Effective Negotiators by James K. Sebenius

1-5 Successful Negotiating by Julia Tipler

1-6 The Negotiation Checklist by Tony Simmons and Tom Tripp

1-7 Negotiation Techniques: How to Keep Br’er Rabbit Out of the Briar Patch by Charles B. Craver

1-8 Secrets of Power Negotiating by Roger Dawson

1-9 Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson

1-10 Implementing a Collaborative Strategy by Roy J. Lewicki, Alex Hiam and Karen Olander

1-11 Internet-Based Negotiation: An Engine-Driving Change by John R. Stepp, Kevin M. Sweeney and Robert L. Johnson

1-12 Negotiating Lessons from the Browser Wars by James K. Sebenius

Section Two: Negotiation Subprocesses

2-1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame by Margaret A. Neale and Max H. Bazerman

2-2 Psychological Traps by Jeffery Z. Rubin

2-3 The Behavior of Successful Negotiators by Neil Rackham

2-4 Staying With No by Holly Weeks

2-5 Where does Power Come From? by Jeffery Pfeffer

2-6 Harnessing the Science of Persuasion by Robert B. Cialdini

2-7 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams

2-8 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr. and Mary Sue Love

2-9 Three School of Bargaining Ethics by G. Richard Shell

2-10 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond Friedman and Debra L. Shapiro

Section Three: Negotiation Contexts

3-1 Can We Negotiate and Still Be Friends? by Terri Kurtzberg and Victoria Husted Medvec

3-2 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Deborah M. Kolb

3-3 The High Cost of Low Trust by Keith G. Allred

3-4 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E.A. Sander

3-5 When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius

3-6 The Closer by Erin Strout

3-7 The New Boss by Matt Bai

3-8 Get Things Done through Coalitions by Margo Vanover

3-9 When Interests Collide: Managing Many Parties at the Table by Susan Hackley

3-10 Negotiating Teams: A Levels of Analysis Approach by Susan Brodt and Leigh Thompson

Section Four: Individual Differences

4-1 The Power of Talk: Who Gets Heard and Why by Deborah Tannen

4-2 Women Don’t Ask by Linda Babcock and Sara Laschever

4-3 Should You Be a Negotiator by Ray Friedman and Bruce Barry

Section Five: Negotiation across Cultures

5-1 Negotiation and Culture by Jeanne M. Brett

5-2 Intercultural Negotiation in International Business by Jeswald W. Salacuse

5-3 Tales of the Bazaar: Interest-Based Negotiation across Cultures by Jeffrey M. Senger

5-4 American Strengths and Weaknesses by Tommy T.B. Koh

Section Six: Resolving Differences

6-1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? by Chris Huxham and Siv Vange

6-2 Taking Steps Toward “Getting to Yes” at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie

6-3 Taking the Stress Out of Stressful Conversations by Holly Weeks

6-4 Renegotiating Existing Agreements: How to Deal with “Life Struggling Against Form” by Jeswald W. Salacuse

6-5 Negotiating with Problem People by Len Leritz

6-6 When and How to Use Third-Party Help by Roy J. Lewicki, Alex Hiam and Karen W. Olander

6-7 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes by A.R. Elangovian

Section Seven: Summary

7-1 Best Practices in Negotiation by Roy J. Lewicki, David M. Saunders and Bruce Barry

EXERCISES

1. The Subjective Value Inventory (SVI

2. Pemberton’s Dilemma

3. The Commons Dilemma

4. The Used Car

5. Knight Engine/Excalibur Engine Parts

6. Gtechnica – AccellMedia

7. Planning for Negotiations

8. The Pakistani Prunes

9. Universal Computer Company I

10. Universal Computer Company II

11. Twin Lakes Mining Company

12. City of Tamarack

13. Island Cruise

14. Salary Negotiations

15. Job Offer Negotiation: Joe Tech and Robust Routers

16. The Employee Exit Interview

17. Newtown School Dispute

18. Bestbooks/Paige Turner

19. Strategic Moves and Turns

20. Elmwood Hospital Dispute

21. The Power Game

22. Coalition Bargaining

23. The Connecticut Valley School

24. Bakery-Florist-Grocery

25. The New House Negotiation

26. Eurotechnologies, Inc.

27. Third-Party Conflict Resolution

28. 500 English Sentences

29. Sick Leave

30. Alpha-Beta

31. Bacchus Winery

32. Collecting Nos

CASES

1. Capital Mortgage Insurance Corporation (A)

2. Pacific Oil Company (A)

3. A Power Play for Howard

4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)

5. The Ken Griffey, Jr. Negotiation

6. Teotihuacan Murals

7. Midewstern::Contemporary Art

8. 500 English Sentences

9. Sick Leave

QUESTIONNAIRES

1. The Personal Bargaining Inventory

2. The SINS II Scale

3. The Influence Tactics Inventory

4. The Trust Scale

5. Communication Competence Scale

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