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Negotiation : readings, exercises, and cases

Author: Roy J Lewicki
Publisher: Homewood, IL : Irwin, ©1993.
Edition/Format:   Print book : English : 2nd edView all editions and formats
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Genre/Form: Case studies
Additional Physical Format: Online version:
Negotiation.
Homewood, IL : Irwin, ©1993
(OCoLC)748987864
Document Type: Book
All Authors / Contributors: Roy J Lewicki
ISBN: 0256101647 9780256101645
OCLC Number: 25547645
Notes: "Free instructor's copy ... not for sale"--Page 4 of cover.
Description: xii, 770 pages ; 24 cm
Contents: 1. Introduction --
Managing conflict / Leonard Greenhalgh --
The nature of conflict / Jay Floberg and Alison Taylor --
How to be a better negotiator / Jeremy Main --
Ten guidelines for effective negotiating / Joseph F. Byrnes --
2. Interdependence --
Strategic choice / Dean Pruitt and Jeffrey Rubin --
Consider both relationshipd and substance when negotiating strategically / Grant T. Savage, John D. Blair, and Ritch L. Sorenson --
The problem of cooperation / Robert Axelrod --
3. Distributive bargaining : strategy and tactics --
Winning at the sport of negotiation / Kathy Aronson --
Negotiation techniques / Charles B. Craver --
How to negotiate practically anything --
4. Integrative bargaining --
Collaboration : the constructive management of differences / Barbara Gray --
Resolving conflict through "win-win" negotiating / Philip I. Morgan --
Interests : the measure of negotiation / David A. Lax and James K. Sebenius --
Creative negotiating / Gordon Shea --
5. Strategy, planning, and preparation --
How to plan the strategies / Robert Kuhn --
Prenegotiation planning for the business pro / Phillip Sperber --
Preparing for negotiations / Bill Scott --
The no-fault formula : five easy steps / Len Leritz --
6. Negotiation breakdowns : causes and cures --
Why negotiations go wrong / Max H. Bazerman --
Psychological traps / Jeffrey Z. Rubin --
Games negotiators play / Frank L. Acuff and Maurice Villere --
Taking the bull out of the bully / Len Leritz --
7. Communication --
Bargaining and communication / Fred Charles Ikle --
Meta-talk : the art of deciphering everyday conversation / Gerald I. Nierenberg and Henry H. Calero --
Communication freezers / Mary Tramel and Helen Reynolds --
Ten commandments of good communication --
8. Persuasion --
The tactics and ethics of persuasion / Phillip G. Zimbardo --
A new paradigm of in the psychology of persuasion / Icek Ajzen --
How to increase your influence / David E. Berlew --
The effects of anger on negotiations over mergers and acquisitions / Joseph P. Daly --
9. The social context of negotiation --
A core model of negotiation / Thomas Colosi --
When should we use agents? Direct versus representative negotiation / Jeffrey Z. Rubin and Frank E.A. Sander --
Saving face / Bert R. Brown --
Negotiating with an angry public : advice to corporate leaders / David Kuechle --
Getting things done through coalitions / Margaret Vanover --
10. Power --
The nature of power / Kenneth Boulding --
Influence without authority : the use of alliances, reciprocity, and exchange to accomplish work / Allan R. Cohen and David L. Bradford --
How to become an influential manager / Bernard Keys and Thomas Case --
Networking --
11. Individual differences --
The behavior of successful negotiators / Neil Rackham --
Six basic interpersonal skills for a negotiator's repertoire / Roger Fisher and Wayne H. Davis --
Our game, your rules : developing effective negotiation approaches / Leonard Greenhalgh and Roderick Christie --
The Machiavellis among us / Richard Christie --
12. Conflict resolution and third-party interventions / Conflict resolution and conflict management / Jay Folberg and Alison Taylor --
How mediation works / Christopher Moore --
The role of mediator / Thomas Colosi --
When negotiations fail : causes of breakdown and tactics for breaking the stalemate / Bryan M. Downie --
13. Ethics --
Three ethical issues in negotiation / David A. Lax and James K. Sebenius --
The ethics and profitability of bluffing in business / Richard E. Wokutch and Thomas L. Carson --
When is it legal to lie in negotiations? / G. Richard Shell --
Ah, sweet vengeance! / Harry Stein --
14. International negotiations --
Making deals in strange places : a beginner's guide to international business negotiations / Jeswald W. Salacuse --
Rethinking the culture-negotiation link / Robert J. Janosik --
The Japanese negotiation style / John Graham and Yoshiro Sano --
John Wayne goes to Brussels / Samfrits Le Poole --
Exercise --
Exercises --
Cases --
Questionnaires --
Appendixes.
Responsibility: Roy J. Lewicki [and others].

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