9780256215915

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 3/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

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 22 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 The Ohio State University. David M. Saunders is associate dean--masters programs and director of the MBA Program at McGill University in Montreal, Canada, where he is also an associate professor--organization behavior and human resource management. Dr. Saunders has coauthored four books on negotiation and has published articles in many professional journals. He also codeveloped the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. John W. Minton is the Jefferson-Pilot Professor of Management at Pfeiffer University in Misenheimer and Charlotte, North Carolina. He has been a visiting assistant professor at Duke University and an assistant and associate professor at Appalachian State University. Dr. Minton has served as a volunteer mediator and arbitrator, and is president of Havatar Associates, Inc., a management consultation, education, and coaching firm.

Section One: The Nature of Negotiation

1

(50)

1.1 Managing Conflict

6

(8)

Leonard Greenhalgh

1.2 Strategic Choice

14

(18)

Dean Pruitt

Jeffrey Z. Rubin

1.3 Consider Both Relationships and Substance When Negotiating Strategically

32

(19)

Grant T. Savage

John D. Blair

Ritch L. Sorenson

Section Two: Prenegotiation Planning

51

(28)

2.1 How to Plan the Strategies

54

(6)

Robert Kuhn

2.2 Preparing for Negotiations

60

(8)

Bill Scott

2.3 Framing and Reframing

68

(11)

Deborah Tannen

Section Three: Strategy and Tactics of Distributive Bargaining

79

(30)

3.1 Winning at the Sport of Negotiation

81

(6)

Kathy Aaronson

3.2 Negotiation Techniques

87

(10)

Charles B. Craver

3.3 Secrets of Power Negotiating

97

(12)

Roger Dawson

Section Four: Strategy and Tactics of Integrative Negotiating

109

(38)

4.1 Collaboration: The Constructive Management of Differences

111

(16)

Barbara Gray

4.2 Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation

127

(9)

Terry Anderson

4.3 Some Wise and Mistaken Assumptions about Conflict and Negotiation

136

(11)

Jeffrey Z. Rubin

Section Five: Communication and Cognitive Biases

147

(30)

5.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame

149

(11)

Margaret A. Neale

Max H. Bazerman

5.2 The Power of Talk: Who Gets Heard and Why

160

(14)

Deborah Tannen

5.3 Communication Freezers

174

(3)

Mary E. Tramel

Helen Reynolds

Section Six: Finding Negotiation Leverage

177

(48)

6.1 The Nature of Power

180

(13)

Kenneth Boulding

6.2 Influence without Authority: The Use of Alliances, Reciprocity, and Exchange to Accomplish Work

193

(11)

Allan R. Cohen

David L. Bradford

6.3 How to Become an Influential Manager

204

(16)

Bernard Keys

Thomas Case

6.4 How to Get Clout

220

(5)

Dr. Joyce Brothers

Section Seven: Ethics in Negotiation

225

(44)

7.1 The Ethics and Profitability of Bluffing in Business

228

(6)

Richard E. Wokutch

Thomas L. Carson

7.2 Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality in Practice

234

(25)

J. Gregory Dees

Peter C. Cramton

7.3 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?

259

(10)

Raymond A. Friedman

Debra L. Shapiro

Section Eight: Social Context

269

(42)

8.1 When Should We Use Agents? Direct versus Representative Negotiation

271

(7)

Jeffrey Z. Rubin

Frank E. A. Sander

8.2 Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals

278

(16)

Blair H. Sheppard

8.3 Trade Routes: The Manager's Network of Relationships

294

(17)

Robert E. Kaplan

Section Nine: Teams and Group Negotiations

311

(28)

9.1 A Core Model of Negotiation

313

(7)

Thomas Colosi

9.2 Get Things Done through Coalitions

320

(7)

Margo Vanover

9.3 The Negotiation of Settlements: A Team Sport

327

(12)

James G. Zack Jr.

Section Ten: Individual Differences

339

(32)

10.1 The Behavior of Successful Negotiators

341

(13)

Neil Rackham

10.2 Six Basic Interpersonal Skills for a Negotiator's Repertoire

354

(6)

Roger Fisher

Wayne H. Davis

10.3 Our Game, Your Rules: Developing Effective Negotiating Approaches

360

(11)

Leonard Greenhalgh

Roderick W. Gilkey

Section Eleven: Global Negotiations

371

(26)

11.1 The Dynamics of International Business Negotiations

373

(13)

Arvind V. Phatak

Mohammed M. Habib

11.2 American Strengths and Weaknesses

386

(4)

Tommy T. B. Koh

11.3 Global Negotiating: Vive les Differences!

390

(7)

Sergey Frank

Section Twelve: Managing Difficult Negotiation Situations: Individual Approaches

397

(22)

12.1 Psychological Traps

399

(9)

Jeffrey Z. Rubin

12.2 Negotiating with Problem People

408

(4)

Len Leritz

12.3 Negotiating with a Customer You Can't Afford to Lose

412

(7)

Thomas C. Keiser

Section Thirteen: Managing Difficult Negotiation Situations: Third-Party Approaches

419

(52)

13.1 The Role of the Mediator

421

(8)

Thomas Colosi

13.2 "What Do We Need a Mediator For?": Mediation's "Value-Added" for Negotiators

429

(29)

Robert A. Baruch Bush

13.3 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes

458

(13)

A. R. Elangovan

Exercises

471

(110)

1. The Disarmament Exercise

472

(8)

2. Pemberton's Dilemma

480

(4)

3. The Used Car

484

(3)

4. Knight Engines/Excalibur Engine Parts

487

(2)

5. Universal Computer Company I

489

(5)

6. Universal Computer Company II

494

(2)

7. Twin Lakes Mining Company

496

(4)

8. Salary Negotiations

500

(3)

9. Newtown School Dispute

503

(7)

10. Bestbooks/Paige Turner

510

(2)

11. Elmwood Hospital Dispute

512

(4)

12. The Power Game

516

(2)

13. Coalition Bargaining

518

(5)

14. Jordan Electronics Company

523

(5)

15. Third-Party Conflict Resolution

528

(8)

16. The Connecticut Valley School

536

(4)

17. Alpha-Beta

540

(3)

18. The New House Negotiation

543

(3)

19. Eurotechnologies, Inc.

546

(8)

20. The Pakistani Prunes

554

(2)

21. Planning for Negotiations

556

(2)

22. Sanibel Island

558

(5)

23. The Playground Negotiation

563

(10)

24. Collecting Nos

573

(2)

25. 500 English Sentences

575

(2)

26. Sick Leave

577

(2)

27. Town of Tamarack

579

(2)

Cases

581

(116)

1. Capital Mortgage Insurance Corporation (A)

582

(16)

2. Pacific Oil Company (A)

598

(28)

3. A Power Play for Howard

626

(11)

4. Creating the GM-Toyota Joint Venture: A Case in Complex Negotiation

637

(26)

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

663

(10)

6. Vanessa Abrams (A)

673

(4)

7. 500 English Sentences

677

(10)

8. Sick Leave

687

(10)

Questionnaires

697

(18)

1. The Personal Bargaining Inventory

698

(5)

2. The SINS Scale

703

(4)

3. The Influence Tactics Inventory

707

(3)

4. The Trust Scale

710

(5)

Appendixes

715

(24)

1. Capital Mortgage Insurance Company (B)-(F)

716

(9)

5. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (B)-(C)

725

(9)

6. Vanessa Abrams (B)

734

(5)

Indexes

739

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Negotiation: Readings, Exercises, and Cases

Negotiation: Readings, Exercises, and Cases

025621591X

Summary

Author Biography

Table of Contents

Supplemental Materials