Negotiation: Readings, Exercises, and Cases / Edition 7 available in Paperback
Negotiation: Readings, Exercises, and Cases / Edition 7
- ISBN-10:
- 0077862422
- ISBN-13:
- 9780077862428
- Pub. Date:
- 09/28/2014
- Publisher:
- McGraw-Hill Companies, The
- ISBN-10:
- 0077862422
- ISBN-13:
- 9780077862428
- Pub. Date:
- 09/28/2014
- Publisher:
- McGraw-Hill Companies, The
Negotiation: Readings, Exercises, and Cases / Edition 7
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Overview
Product Details
ISBN-13: | 9780077862428 |
---|---|
Publisher: | McGraw-Hill Companies, The |
Publication date: | 09/28/2014 |
Edition description: | New Edition |
Pages: | 724 |
Product dimensions: | 7.30(w) x 9.00(h) x 1.10(d) |
About the Author
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 |