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Negotiation: Readings, Exercises and Cases

Negotiation: Readings, Exercises and Cases

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About the Book

Negotiation is a critical skill needed for effective management. Negotiation: Readings Exercises and Cases 6e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals (2) Negotiation Subprocesses (3) Negotiation Contexts (4) Individual Differences (5) Negotiation across Cultures (6) Resolving Differences and (7) Summary. The next section of the book presents a collection of role-play exercises cases and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses. Salient Features: Nearly half of the readings are new to this edition, and there are approximately ten new exercises and cases. Almost all exercises and cases have been revised and updated. The coordinated text (Negotiation 6e) and reader provides professors and students with a fully-integrated learning system. Exercises are streamlined and presented in a new format making it easier for the students to understand the concepts.

About the Author

Roy J. Lewicki, The Ohio State University David M. Saunders, Queen’s University Bruce Barry, Vanderbilt University



Table of Contents:
Section 1: Negotiation Fundamentals Section 2: Negotiation Sub processes Section 3: Negotiation Contexts Section 4: Individual Differences Section 5: Negotiation across Cultures Section 6: Resolving Differences Section 7: Summary 7.1 Best Practices in Negotiation by Roy J. Lewicki, Bruce Barry, and David M. Saunders 7.2 NEW! ‘Getting Past Yes’: Negotiating as if Implementation Mattered by Danny Ertel 7.3 NEW! Seven Strategies for Negotiating Success by Max Messmer 7.4 Six Habits of Merely Effective Negotiators by James K. Sebenius Exercises: Cases: 1. Capital Mortgage Insurance Corporation (A) 2. Pacific Oil Company (A) 3. NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) 4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 5. NEW! Bargaining Strategy in Major League Baseball 6. Midwestern: Contemporary Art 7. 500 English Sentences 8. Sick Leave Questionnaires 1. The Personal Bargaining Inventory 2. The SINS II Scale 3. NEW! Six Channels Survey 4. The Trust Scale 5. Communication Competence Scale 6. NEW! Cultural Intelligence (CQS) Appendix 1. NEW! Negotiating on Thin Ice: The 2004—2005 NHL Dispute (B)


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Product Details
  • ISBN-13: 9789352602117
  • Publisher: Munshiram Manoharlal Publishers
  • Publisher Imprint: Munshiram Manoharlal Publishers
  • Edition: 6
  • ISBN-10: 9352602110
  • Publisher Date: May'16
  • Binding: PAPERBACK
  • No of Pages: 720

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