Negotiation: Readings, Exercises, and Cases / Edition 7

by Roy J. Lewicki

Overview

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.

Product Details

ISBN-13:	2900077862427
Publication date:	09/28/2014
Pages:	724
Product dimensions:	7.30(w) x 9.00(h) x 1.10(d)

About 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.

Table of Contents

Section 1	The Nature of Negotiation	1
1.1	How to Get Them to Show You the Money	2
1.2	Three Approaches to Resolving Disputes: Interests, Rights, and Power	10
1.3	Consider Both Relationships and Substance When Negotiating Strategically	23
Section 2	Prenegotiation Planning	41
2.1	Preparing for Negotiations	42
2.2	The Negotiation Checklist	50
2.3	The Right Game: Use Game Theory to Shape Strategy	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	84
3.2	Secrets of Power Negotiating	94
3.3	Defusing the Exploding Offer: The Farpoint Gambit	105
Section 4	Strategy and Tactics of Integrative Negotiation	113
4.1	Interest-Based Negotiation: An Engine-Driving Change	114
4.2	Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation	122
4.3	Some Wise and Mistaken Assumptions about Conflict and Negotiation	131
Section 5	Communication and Cognitive Biases	141
5.1	Negotiating Rationally: The Power and Impact of the Negotiator's Frame	142
5.2	How to Frame a Message: The Art of Persuasion and Negotiation	152
5.3	Psychological Traps	160
5.4	The Behavior of Successful Negotiators	169
Section 6	Finding Negotiation Leverage	183
6.1	Where Does Power Come From?	184
6.2	How to Become an Influential Manager	192
6.3	Breakthrough Bargaining	208
6.4	The Good Guy's Guide to Office Politics	217
Section 7	Ethics in Negotiation	223
7.1	The Ethics and Profitability of Bluffing in Business	224
7.2	Ethics in Negotiation: Oil and Water or Good Lubrication?	230
7.3	Deception and Mutual Gains Bargaining: Are they Mutually Exclusive?	245
Section 8	Social Context	255
8.1	When Should We Use Agents? Direct versus Representative Negotiation	256
8.2	Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals	264
8.3	Can We Negotiate and Still be Friends?	281
8.4	Whom Can You Trust? It's Not So Easy to Tell	287
Section 9	Coalitions, Multiple Parties, and Teams	291
9.1	A Core Model of Negotiation	292
9.2	Reengineering Negotiations	298
9.3	Get Things Done through Coalitions	308
Section 10	Individual Differences	315
10.1	The Power of Talk: Who Gets Heard and Why	316
10.2	Are You Smart Enough to Keep Your Job?	330
10.3	Should You Be a Negotiator?	336
Section 11	Global Negotiations	339
11.1	International Negotiations: An Entirely Different Animal	340
11.2	Intercultural Negotiation in International Business	355
11.3	American Strengths and Weaknesses	374
11.4	Negotiating with Romans	378
11.5	Negotiating with Romans--Part 2	394
Section 12	Managing Difficult Negotiation Situations: Individual Approaches	417
12.1	Negotiating with Problem People	418
12.2	Open Mouth--Close Career	422
12.3	Negotiating with a Customer You Can't Afford to Lose	427
Section 13	Managing Difficult Negotiation Situations: Third-Party Approaches	435
13.1	When and How to Use Third-Party Help	436
13.2	Mediator Attitudes toward Outcomes: A Philosophical View	454
13.3	The Manager as the Third Party: Deciding How to Intervene in Employee Disputes	467
Section 14	Applications of Negotiation	479
14.1	Bargaining under the Influence: The Role of Alcohol in Negotiations	480
14.2	She Stands on Common Ground	496
14.3	The Ultimate Guide to Internet Deals	498
	Exercises	510
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