Negotiation: Readings, Exercises and Cases (Paperback, 7 International ed)

Readings Section 1 Negotiation Fundamentals 1.1Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg 1.2Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander 1.3NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley 1.4The Negotiation Checklist by Tony Simons and Thomas Tripp 1.5NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero 1.6NEW! Closing Your Business Negotiations by Claude Cellich 1.7Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson 1.8Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander 1.9NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius 1.10NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel Section 2 Negotiation Subprocesses 2.1Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman. 2.2NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi 2.3NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter 2.4NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro 2.5Staying with No by Holly Weeks 2.6NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness 2.7Where Does Power Come From? by Jeffrey Pfeffer 2.8Harnessing the Science of Persuasion by Robert B. Cialdini 2.9NEW! The Six Channels of Persuasion by G. Richard Shell 2.10 NEW! Negotiating With Liars by Robert S. Adler 2.11 NEW! Negotiation Ethics by Charles B. Craver 2.12 Three Schools of Bargaining Ethics by G. Richard Shell 2.13 NEW! A Painful Close by Leonard Greenhalgh Section 3 Negotiation Contexts 3.1Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Margaret A. Neale and Max H. Bazerman 3.2NEW! The Soft Sell by Chuck Salter 3.3NEW! Bargaining in the Shadow of the Tribe by John H. Wade 3.4NEW! Four Strategies for Making Concessions by Deepak Malhotra 3.5The High Cost of Low Trust by Keith G. Allred 3.6NEW! Consequences of Principal and Agent by Jayne Seminare Docherty and Marcia Caton Campbell 3.7NEW! The Tension between Principals and Agents by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello 3.8When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius. 3.9NEW! This is Not a Game by Alix Stuart 3.10 The New Boss by Matt Bai 3.11 NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter 3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations by Lisa Bracken 3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter Section 4 Individual Differences 4.1Women Don't Ask by Linda Babcock and Sara Laschever 4.2NEW! Become a Master Negotiator by Michael Benoliel with Linda Cashdan 4.3Should You Be a Negotiator? by Ray Friedman and Bruce Barry Section 5 Negotiation across Cultures 5.1NEW! Culture and Negotiation by Jeanne M. Brett 5.2Intercultural Negotiation in International Business by Jeswald W. Salacuse 5.3American Strengths and Weaknesses by Tommy T. B. Koh Section 6 Resolving Differences 6.1Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia by Chris Huxham and Siv Vangen 6.2Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie 6.3Taking the Stress Out of Stressful Conversations by Holly Weeks 6.4Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" by Jeswald W. Salacuse 6.5NEW! Negotiating with Disordered People by Elizabeth L. Jeglic and Alexander A. Jeglic 6.6When and How to Use Third-Party Help