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<H2>Section One:    The Nature of Negotiation<H3>1&#183;1  How to Get Them to Show You the Money by Alan M. Webber<H3>1&#183;2  Three Approaches to Resolving Disputes by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg<H3>1&#183;3  Consider Both Relationships and Substance When Negotiating Strategically by Grant T. Savage, John D. Blair, and Ritch L. Sorenson<H2>Section Two:  Prenegotiation Planning<H3>2&#183;1  Preparing for Negotiations by Bill Scott<H3>2&#183;2  The Negotiation Checklist by Tony Simons and Thomas M. Tripp<H3>2&#183;3  The Right Game:  Use Game Theory to Shape Strategy by Adam M.Brandenburger and Barry J. NalebuffSection Three:  Strategy and Tactics of Distributive Bargaining<H3>3&#183;1  Negotiation Techniques by Charles B. Craver<H3>3&#183;2  Secrets of Power Negotiating by Roger Dawson<H3>3&#183;3  Defusing the Exploding Offer:  The Farpoint Gambit by Robert Robinson<H2>Section Four:  Strategy and Tactics of Integrative Negotiation<H3>4&#183;1  Interest Based Negotiation:  An Engine Driving Change by John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson<H3>4&#183;2  Step Into My Parlor:  A Survey of Strategies and Techniques for Effective Negotiation by Terry Anderson<H3>4&#183;3  Some Wise and Mistaken Assumptions about Conflict and Negotiation by Jeffrey Z. Rubin<H2>Section Five: Communication and Cognitive Biases<H3>5&#183;1  Negotiating Rationally:  The Power and Impact of the Negotiator&#8217;s Frame by Margaret A. Neale and Max H. Bazerman<H3>5&#183;2  How to Frame a Message by Lyle Sussman<H3>5&#183;3  Psychological Traps by Jeffrey Z. Rubin<H3>5&#183;4 The Behavior of Successful Negotiators by Neil Rackham<H2>Section Six:  Finding Negotiation Leverage<H3>6&#183;1 Where Does Power Come From? by Jeffrey Pfeffer<H3>6&#183;2  How to Become an Influential Manager by Bernard Keys and Thomas Case<H3>6&#183;3  Breakthrough Bargaining by Deborah M. Kolb and Judith Williams<H3>6&#183;4  The Good Guy&#8217;s Guide to Office Politics by Michael Warshaw<H3>Section Seven:  Ethics in Negotiation<H3>7&#183;1 The Ethics and Profitability of Bluffing in Business by Richard E. Wokutch and Thomas L. Carson<H3>7&#183;2  Ethics in Negotiation:  Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr., and Mary Sue Love <H3>7&#183;3  Deception and Mutual Gains Bargaining:  Are They Mutually Exclusive? by Raymond A. Friedman and Debra L. Shapiro<H2>Section Eight:  Social Context<H3>8&#183;1  When Should We Use Agents?  Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E. A. Sander<H3>8&#183;2  Negotiating in Long-Term Mutually Interdependent Relationships Among Relative Equals by Blair H. Sheppard<H3>8&#183;3  Can We Negotiate and Still Be Friends? by Terri Kurtzburg and Victoria Medvec<H3>8&#183;4  Whom Can You Trust?  By Thomas A Stuart<H2>Section Nine:  Teams and Group Negotiations<H3>9&#183;1  A Core Model of Negotiation by Thomas Colosi<H3>9&#183;2  Reengineering Negotiations by Susan Doctoroff<H3>9&#183;3  Get Things Done Through Coalitions by Margo Vanover<H2>Section Ten:  Individual Differences<H3>10&#183;1 The Power of Talk by Deborah Tannen<H3>10&#183;2 Are you Smart Enough to Keep Your Job?  by Alan Farnham  <H3>10&#183;3 Should You Be a Negotiator?  by Ray Friedman and Bruce Barry<H2>Section Eleven:  Global Negotiations<H3>11&#183;1  International Negotiations:  An Entirely Different Animal by Drew Martin, Jackie Mayfield, Milton Mayfield, and Paul Herbig<H3>11&#183;2  Intercultural Negotiation in International Business by Jeswald W. Salacuse<H3>11&#183;3 American Strengths and Weaknesses by Tommy T. B. Koh<H3>11&#183;4  Negotiating with Romans, Parts I by Stephen E. Weiss<H3>11&#183;5  Negotiating with Romans, Parts II by Stephen E. Weiss<H2>Section Twelve:  Managing Difficult Negotiation Situations:  Individual Approaches<H3>12&#183;1 Negotiating with Problem People by Len Leritz<H3>12&#183;2  Open Mouth-Close Career by Michael Warshaw<H3>12&#183;3  Negotiating with a Customer You Can&#8217;t Afford to Lose by Thomas C. Keiser<H2>Section Thirteen:  Managing Difficult Negotiation Situations:  Third-Party Approaches<H3>13&#183;1  When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander<H3>13&#183;2  Mediator Attitudes Toward Outcomes:  A Philosophical View by Kevin Gibson<H3>13&#183;3  The Manager as the third Party:  Deciding How to Intervene in Employee Disputes by A.R. Elangovan<H2>Section Fourteen:  Applications of Negotiation<H3>14&#183;1  Bargaining Under the Influence:  The Role of Alcohol in Negotiations by Maurice Schweitzer and Jeffrey L. Kerr<H3>14&#183;2  She Stands on Common Ground by Jill Rosenfeld<H3>14&#183;3  The Ultimate Guide to Internet Deals by Scott Kirsner<H4>Exercises<H4>1.  The Disarmament Exercise<H4>2.  Pemberton&#8217;s Dilemma<H4>3.  The Commons Dilemma<H4>4.  The Used Car<H4>5.  Knight Engine/Excalibur Engine Parts<H4>6.  Gtechnica &#8211; AccellMedia<H4>7.  Universal Computer Company I<H4>8.  Universal Computer Company II<H4>9.  Twin Lakes Mining Company<H4>10.  Salary Negotiations<H4>11.  Job Offer Negotiation: Joe Tech and Robust Routers<H4>12.  The Employee Exit Interview<H4>13.  Newtown School Dispute<H4>14.  Bestbooks/Paige Turner<H4>15.  Elmwood Hospital Dispute<H4>16.  The Power Game<H4>17.  Coalition Bargaining<H4>18.  Jordan Electronics Company<H4>19. Third-Party Conflict Resolution<H4>20.  The Connecticut Valley School<H4>21.  Alpha-Beta<H4>22.  The New House Negotiation<H4>23.  Eurotechnologies, Inc.<H4>24.  The Pakastani Prunes<H4>25.  Planning for Negotiations<H4>26.  Sanibel Island<H4>27.  The Playground Negotiation<H4>28.  Collecting Nos<H4>29.  500 English Sentences<H4>30.  Sick Leave<H4>31.  Town of Tamarack<H4>Cases<H4>1.  Capital Mortgage Insurance Corporation (A)<H4>2.  Pacific Oil Company (A)<H4>3.  The Ken Griffey, Jr. Negotiation<H4>4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)<H4>5.  Vanessa Abrams (A)<H4>6.  500 English Sentences<H4>7.  Sick LeaveQuestionnaires<H4>1.  The Personal Bargaining Inventory<H4>2.  The SINS II Scale<H4>3.  The Influence Tactics Inventory<H4>4.  The Trust Scale<H4>5.  Communication Competence

Negotiation is a critical skill needed for effective management. This book takes an experiential approach and 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

Negotiation : readings, exercises, and cases