Negotiation: Readings, Exercises, and Cases Information Center: Table of Contents


		Table of Contents

Negotiation: Readings, Exercises, and Cases: Readings, Exercises, and Cases, 4/e

Roy Lewicki, Ohio State University
David M Saunders, Queen's University
John Minton, Havatar Associates
Bruce Barry, Vanderbilt University

Section One: The Nature of Negotiation
1·1 How to Get Them to Show You the Money by Alan M. Webber
1·2 Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M.
Brett, and Stephen B. Goldberg
1·3 Consider Both Relationships and Substance When Negotiating
Strategically by Grant T. Savage, John D. Blair, and Ritch L. Sorenson
Section Two: Prenegotiation Planning
2·1 Preparing for Negotiations by Bill Scott
2·2 The Negotiation Checklist by Tony Simons and Thomas M. Tripp
2·3 The Right Game: Use Game Theory to Shape Strategy by Adam M.
Brandenburger and Barry J. Nalebuff
Section Three: Strategy and Tactics of Distributive Bargaining
3·1 Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch by Charles B. Craver
3·2 Secrets of Power Negotiating by Roger Dawson
3·3 Defusing the Exploding Offer: The Farpoint Gambit by Robert Robinson
Section Four: Strategy and Tactics of Integrative Negotiation
4·1 Interest Based Negotiation: An Engine Driving Change by John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson
4·2 Step Into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation by Terry Anderson
4·3 Some Wise and Mistaken Assumptions about Conflict and Negotiation by Jeffrey Z. Rubin
Section Five: Communication and Cognitive Biases
5·1 Negotiating Rationally: The Power and Impact of the Negotiator's
Frame by Margaret A. Neale and Max H. Bazerman
5·2 How to Frame a Message by Lyle Sussman
5·3 Psychological Traps by Jeffrey Z. Rubin
5·4 The Behavior of Successful Negotiators by Neil Rackham
Section Six: Finding Negotiation Leverage
6·1 Where Does Power Come From? by Jeffrey Pfeffer
6·2 How to Become an Influential Manager by Bernard Keys and Thomas Case
6·3 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams
6·4 The Good Guy's Guide to Office Politics by Michael Warshaw
Section Seven: Ethics in Negotiation
7·1 The Ethics and Profitability of Bluffing in Business by Richard E. Wokutch and Thomas L. Carson
7·2 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr., and Mary Sue Love
7·3 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond A. Friedman and Debra L. Shapiro
Section Eight: Social Context
8·1 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E. A. Sander
8·2 Negotiating in Long-Term Mutually Interdependent Relationships Among Relative Equals by Blair H. Sheppard
8·3 Can We Negotiate and Still Be Friends? by Terri Kurtzburg and Victoria Medvec
8·4 Whom Can You Trust? By Thomas A Stuart
Section Nine: Coalitions, Multiple Parties, and Teams
9·1 A Core Model of Negotiation by Thomas Colosi
9·2 Reengineering Negotiations by Susan Doctoroff
9·3 Get Things Done Through Coalitions by Margo Vanover
Section Ten: Individual Differences
10·1 The Power of Talk: Who Gets Heard and Why by Deborah Tannen
10·2 Are you Smart Enough to Keep Your Job? by Alan Farnham
10·3 Should You Be a Negotiator? by Ray Friedman and Bruce Barry
Section Eleven: Global Negotiations
11·1 International Negotiations: An Entirely Different Animal by Drew Martin, Jackie Mayfield, Milton Mayfield, and Paul Herbig
11·2 Intercultural Negotiation in International Business by Jeswald W. Salacuse
11·3 American Strengths and Weaknesses by Tommy T. B. Koh
11·4 Negotiating with Romans, Parts I by Stephen E. Weiss
11·5 Negotiating with Romans, Parts II by Stephen E. Weiss
Section Twelve: Managing Difficult Negotiation Situations: Individual Approaches
12·1 Negotiating with Problem People by Len Leritz
12·2 Open Mouth-Close Career by Michael Warshaw
12·3 Negotiating with a Customer You Can’t Afford to Lose by Thomas C. Keiser
Section Thirteen: Managing Difficult Negotiation Situations: Third-Party Approaches
13·1 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander
13·2 Mediator Attitudes Toward Outcomes: A Philosophical View by Kevin Gibson
13·3 The Manager as the third Party: Deciding How to Intervene in Employee Disputes by A.R. Elangovan
Section Fourteen: Applications of Negotiation
14·1 Bargaining Under the Influence: The Role of Alcohol in Negotiations by Maurice Schweitzer and Jeffrey L. Kerr
14·2 She Stands on Common Ground by Jill Rosenfeld
14·3 The Ultimate Guide to Internet Deals by Scott Kirsner

Exercises
1. The Disarmament Exercise
2. Pemberton’s Dilemma
3. The Commons Dilemma
4. The Used Car
5. Knight Engine/Excalibur Engine Parts
6. Gtechnica – AccellMedia
7. Universal Computer Company I
8. Universal Computer Company II
9. Twin Lakes Mining Company
10. Salary Negotiations
11. Job Offer Negotiation: Joe Tech and Robust Routers
12. The Employee Exit Interview
13. Newtown School Dispute
14. Bestbooks/Paige Turner
15. Elmwood Hospital Dispute
16. The Power Game
17. Coalition Bargaining
18. Jordan Electronics Company
19. Third-Party Conflict Resolution
20. The Connecticut Valley School
21. Alpha-Beta
22. The New House Negotiation
23. Eurotechnologies, Inc.
24. The Pakastani Prunes
25. Planning for Negotiations
26. Sanibel Island
27. The Playground Negotiation
28. Collecting Nos
29. 500 English Sentences
30. Sick Leave
31. Town of Tamarack
32. Bacchus Winery

Cases
1. Capital Mortgage Insurance Corporation (A)
2. Pacific Oil Company (A)
3. The Ken Griffey, Jr. Negotiation
4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)
5. Vanessa Abrams (A)
6. 500 English Sentences
7. 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

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