Negotiation: readings, exercises, cases
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| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Boston [u.a.]
McGraw-Hill/Irwin
2007
|
| Edition: | 5. ed. |
| Subjects: | |
| Online Access: | Publisher description Table of contents only Contributor biographical information Inhaltsverzeichnis |
| Item Description: | Literaturverz. S. 705 - 709 |
| Physical Description: | X, 718 S. graph. Darst. |
| ISBN: | 9780072973105 0072973102 |
Staff View
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| 100 | 1 | |a Lewicki, Roy J. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Negotiation |b readings, exercises, cases |c Roy J. Lewicki ; Bruce Barry ; David M. Saunders |
| 250 | |a 5. ed. | ||
| 264 | 1 | |a Boston [u.a.] |b McGraw-Hill/Irwin |c 2007 | |
| 300 | |a X, 718 S. |b graph. Darst. | ||
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| 650 | 4 | |a Negotiation | |
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Record in the Search Index
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|---|---|
| adam_text | Section 1
Negotiation Fundamentals i
1.1 Three Approaches to Resolving Disputes:
Interests, Rights, and Power by William L. Ury,
Jeanne M. Brett, and Stephen B.
Goldberg j
1.2 Selecting a Strategy by Roy J. Lewicki, Alex
Hiam, and Karen W. Olander 14
1.3 Making Strategic Moves by Deborah M. Kolb
and Judith Williams 30
1.4 Six Habits of Merely Effective Negotiators by
James K. Sebenius 55
1.5 Successful Negotiating by Julia Tipler 66
1.6 The Negotiation Checklist by Tony Simons and
Thomas M. Tripp 74
1.7 Negotiation Techniques: How to Keep Br er
Rabbit Out of the Brier Patch by Charles
B. Craver 88
1.8 Secrets of Power Negotiating by Roger
Dawson 98
1.9 Defusing the Exploding Offer: The Farpoint
Gambit by Robert J. Robinson 109
1.10 Implementing a Collaborative Strategy
by Roy J. Lewicki, Alex Hiam, and Karen W.
Olander 117
1.11 Interest-Based Negotiation: An Engine-Driving
Change by John R. Stepp, Kevin M. Sweeney,
and Robert L. Johnson 134
1.12 Negotiating Lessons from the Browser Wars by
James K. Sebenius 141
Section 2
Negotiation Subprocesses 153
2.1 Negotiating Rationally: The Power and Impact of
the Negotiator s Frame by Margaret A. Neale and
Max H. Bazerman 153
viii
2.2 Psychological Traps by Jeffrey Z. Rubin 163
2.3 The Behavior of Successful Negotiators by Neil
Rackham 171
2.4 Staying with No by Holly Weeks 183
2.5 Where Does Power Come From? by Jeffrey
Pfeffer 188
2.6 Harnessing the Science of Persuasion by Robert
B. Cialdini 197
2.7 Breakthrough Bargaining by Deborah M. Kolb
and Judith Williams 206
2.8 Ethics in Negotiation: Oil and Water or Good
Lubrication? by H. Joseph Reitz, James A. Wall,
Jr., and Mary Sue Love 215
2.9 Three Schools of Bargaining Ethics by
G. Richard Shell 230
2.10 Deception and Mutual Gains Bargaining: Are
They Mutually Exclusive? by Raymond
A. Friedman and Debra L. Shapiro 236
Section 3
Negotiation Contexts 247
3.1 Can We Negotiate and Still Be Friends?
by Terri Kurtzberg and Victoria Husted
Medvec 247
3.2 Staying in the Game or Changing It: An
Analysis of Moves and Turns in Negotiation by
Deborah M. Kolb 253
3.3 The High Cost of Low Trust by Keith
G. Allred 267
3.4 When Should We Use Agents? Direct versus
Representative Negotiation by Jeffrey Z. Rubin
and Frank E.A. Sander 271
3.5 When a Contract Isn t Enough: How to Be Sure
Your Agent Gets You the Best Deal by James
K. Sebenius 278
3.6 The Closer by Erin Strout 283
3.7 The New Boss by Matt Bai 290
3.8 Get Things Done through Coalitions by Margo
Vanover 304
3.9 When Interests Collide: Managing Many Parties
at the Table by Susan Hackley 311
3.10 Negotiating Teams: A Levels of Analysis
Approach by Susan Brodt and Leigh
Thompson 315
Section 4
Individual Differences 323
4.1 The Power of Talk: Who Gets Heard and Why
by Deborah Tannen 323
4.2 Women Don t Ask by Linda Babcock and Sara
Laschever 337
4.3 Should You Be a Negotiator? by Ray Friedman
and Bruce Barry 345
Section 5
Negotiation across Cultures 349
5.1 Negotiation and Culture: A Framework by
Jeanne M. Brett 349
5.2 Intercultural Negotiation in International
Business by Jeswald W. Salacuse 366
5.3 Tales of the Bazaar: Interest-Based Negotiation
across Cultures by Jeffrey M. Senger 385
5.4 American Strengths and Weaknesses by Tommy
T. B. Koh 401
Section 6
Resolving Differences 405
6.1 Doing Things Collaboratively: Realizing the
Advantage or Succumbing to Inertia? By Chris
Huxham and Siv Vangen 405
6.2 Taking Steps toward Getting to Yes at Blue
Cross and Blue Shield of Florida by Bridget
Booth and Matt McCredie 419
6.3 Taking the Stress Out of Stressful Conversations
by Holly Weeks 424
6.4 Renegotiating Existing Agreements: How to Deal
with Life Struggling against Form by Jeswald
W. Salacuse 433
6.5 Negotiating with Problem People by Len
Leritz 451
6.6 When and How to Use Third-Party Help by Roy
J. Lewicki, Alexander Hiam, and Karen Wise
Olander 455
6.7 The Manager as the Third Party: Deciding
How to Intervene in Employee Disputes by A.R.
Elangovan 473
Section 7
Summary 485
7.1 Best Practices in Negotiation by Roy
J. Lewicki, David M. Saunders, and Bruce
Barry 485
Exercises
1. The Subjective Value Inventory
(SVI) 495
2. Pemberton s Dilemma 498
3. The Commons Dilemma 501
4. The Used Car 502
5. Knight Engines/Excalibur Engine
Parts 504
6. GTechnica—AccelMedia 505
7. Planning for Negotiations 506
8. The Pakistani Prunes 509
9. Universal Computer Company I 510
10. Universal Computer Company II 513
11. Twin Lakes Mining Company 514
12. City of Tamarack 517
13. Island Cruise 520
14. Salary Negotiations 525
15. Job Offer Negotiation: Joe Tech and
Robust Routers 526
16. The Employee Exit Interview 531
17. Newtown School Dispute 532
18. Bestbooks/Paige Turner 537
19. Strategic Moves and Turns 538
20. Elmwood Hospital Dispute 540
21. The Power Game 543
22. Coalition Bargaining 544
23. The Connecticut Valley School 547
24. Bakery-Florist-Grocery 550
25. The New House Negotiation 551
26. Eurotechnologies, Inc. 553
27. Third-Party Conflict Resolution 560
28. 500 English Sentences 565
29. Sick Leave 566
30. Alpha—Beta 567
31. Bacchus Winery 569
32. Collecting Nos 570
Cases
1. Capital Mortgage Insurance
Corporation (A) 573
2. Pacific Oil Company (A) 588
3. A Power Play for Howard 616
4. Collective Bargaining at Magic Carpet
Airlines: A Union Perspective (A) 627
5. The Ken Griffey Jr. Negotiation 636
6. Teotihuacan Murals 647
7. Midwestern::Contemporary Art 661
8. 500 English Sentences 668
9. Sick Leave 678
Questionnaires
1. The Personal Bargaining Inventory 689
2. The SINS II Scale 692
3. The Influence Tactics Inventory 694
4. The Trust Scale 696
5. Communication Competence Scale 701
title index 711
name, index 713
|
| adam_txt |
Section 1
Negotiation Fundamentals i
1.1 Three Approaches to Resolving Disputes:
Interests, Rights, and Power by William L. Ury,
Jeanne M. Brett, and Stephen B.
Goldberg j
1.2 Selecting a Strategy by Roy J. Lewicki, Alex
Hiam, and Karen W. Olander 14
1.3 Making Strategic Moves by Deborah M. Kolb
and Judith Williams 30
1.4 Six Habits of Merely Effective Negotiators by
James K. Sebenius 55
1.5 Successful Negotiating by Julia Tipler 66
1.6 The Negotiation Checklist by Tony Simons and
Thomas M. Tripp 74
1.7 Negotiation Techniques: How to Keep Br'er
Rabbit Out of the Brier Patch by Charles
B. Craver 88
1.8 Secrets of Power Negotiating by Roger
Dawson 98
1.9 Defusing the Exploding Offer: The Farpoint
Gambit by Robert J. Robinson 109
1.10 Implementing a Collaborative Strategy
by Roy J. Lewicki, Alex Hiam, and Karen W.
Olander 117
1.11 Interest-Based Negotiation: An Engine-Driving
Change by John R. Stepp, Kevin M. Sweeney,
and Robert L. Johnson 134
1.12 Negotiating Lessons from the Browser Wars by
James K. Sebenius 141
Section 2
Negotiation Subprocesses 153
2.1 Negotiating Rationally: The Power and Impact of
the Negotiator's Frame by Margaret A. Neale and
Max H. Bazerman 153
viii
2.2 Psychological Traps by Jeffrey Z. Rubin 163
2.3 The Behavior of Successful Negotiators by Neil
Rackham 171
2.4 Staying with No by Holly Weeks 183
2.5 Where Does Power Come From? by Jeffrey
Pfeffer 188
2.6 Harnessing the Science of Persuasion by Robert
B. Cialdini 197
2.7 Breakthrough Bargaining by Deborah M. Kolb
and Judith Williams 206
2.8 Ethics in Negotiation: Oil and Water or Good
Lubrication? by H. Joseph Reitz, James A. Wall,
Jr., and Mary Sue Love 215
2.9 Three Schools of Bargaining Ethics by
G. Richard Shell 230
2.10 Deception and Mutual Gains Bargaining: Are
They Mutually Exclusive? by Raymond
A. Friedman and Debra L. Shapiro 236
Section 3
Negotiation Contexts 247
3.1 Can We Negotiate and Still Be Friends?
by Terri Kurtzberg and Victoria Husted
Medvec 247
3.2 Staying in the Game or Changing It: An
Analysis of Moves and Turns in Negotiation by
Deborah M. Kolb 253
3.3 The High Cost of Low Trust by Keith
G. Allred 267
3.4 When Should We Use Agents? Direct versus
Representative Negotiation by Jeffrey Z. Rubin
and Frank E.A. Sander 271
3.5 When a Contract Isn't Enough: How to Be Sure
Your Agent Gets You the Best Deal by James
K. Sebenius 278
3.6 The Closer by Erin Strout 283
3.7 The New Boss by Matt Bai 290
3.8 Get Things Done through Coalitions by Margo
Vanover 304
3.9 When Interests Collide: Managing Many Parties
at the Table by Susan Hackley 311
3.10 Negotiating Teams: A Levels of Analysis
Approach by Susan Brodt and Leigh
Thompson 315
Section 4
Individual Differences 323
4.1 The Power of Talk: Who Gets Heard and Why
by Deborah Tannen 323
4.2 Women Don't Ask by Linda Babcock and Sara
Laschever 337
4.3 Should You Be a Negotiator? by Ray Friedman
and Bruce Barry 345
Section 5
Negotiation across Cultures 349
5.1 Negotiation and Culture: A Framework by
Jeanne M. Brett 349
5.2 Intercultural Negotiation in International
Business by Jeswald W. Salacuse 366
5.3 Tales of the Bazaar: Interest-Based Negotiation
across Cultures by Jeffrey M. Senger 385
5.4 American Strengths and Weaknesses by Tommy
T. B. Koh 401
Section 6
Resolving Differences 405
6.1 Doing Things Collaboratively: Realizing the
Advantage or Succumbing to Inertia? By Chris
Huxham and Siv Vangen 405
6.2 Taking Steps toward "Getting to Yes" at Blue
Cross and Blue Shield of Florida by Bridget
Booth and Matt McCredie 419
6.3 Taking the Stress Out of Stressful Conversations
by Holly Weeks 424
6.4 Renegotiating Existing Agreements: How to Deal
with "Life Struggling against Form" by Jeswald
W. Salacuse 433
6.5 Negotiating with Problem People by Len
Leritz 451
6.6 When and How to Use Third-Party Help by Roy
J. Lewicki, Alexander Hiam, and Karen Wise
Olander 455
6.7 The Manager as the Third Party: Deciding
How to Intervene in Employee Disputes by A.R.
Elangovan 473
Section 7
Summary 485
7.1 Best Practices in Negotiation by Roy
J. Lewicki, David M. Saunders, and Bruce
Barry 485
Exercises
1. The Subjective Value Inventory
(SVI) 495
2. Pemberton's Dilemma 498
3. The Commons Dilemma 501
4. The Used Car 502
5. Knight Engines/Excalibur Engine
Parts 504
6. GTechnica—AccelMedia 505
7. Planning for Negotiations 506
8. The Pakistani Prunes 509
9. Universal Computer Company I 510
10. Universal Computer Company II 513
11. Twin Lakes Mining Company 514
12. City of Tamarack 517
13. Island Cruise 520
14. Salary Negotiations 525
15. Job Offer Negotiation: Joe Tech and
Robust Routers 526
16. The Employee Exit Interview 531
17. Newtown School Dispute 532
18. Bestbooks/Paige Turner 537
19. Strategic Moves and Turns 538
20. Elmwood Hospital Dispute 540
21. The Power Game 543
22. Coalition Bargaining 544
23. The Connecticut Valley School 547
24. Bakery-Florist-Grocery 550
25. The New House Negotiation 551
26. Eurotechnologies, Inc. 553
27. Third-Party Conflict Resolution 560
28. 500 English Sentences 565
29. Sick Leave 566
30. Alpha—Beta 567
31. Bacchus Winery 569
32. Collecting Nos 570
Cases
1. Capital Mortgage Insurance
Corporation (A) 573
2. Pacific Oil Company (A) 588
3. A Power Play for Howard 616
4. Collective Bargaining at Magic Carpet
Airlines: A Union Perspective (A) 627
5. The Ken Griffey Jr. Negotiation 636
6. Teotihuacan Murals 647
7. Midwestern::Contemporary Art 661
8. 500 English Sentences 668
9. Sick Leave 678
Questionnaires
1. The Personal Bargaining Inventory 689
2. The SINS II Scale 692
3. The Influence Tactics Inventory 694
4. The Trust Scale 696
5. Communication Competence Scale 701
title index 711
name, index 713 |
| any_adam_object | 1 |
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| dewey-sort | 3658.4052 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Psychologie Wirtschaftswissenschaften |
| discipline_str_mv | Psychologie Wirtschaftswissenschaften |
| edition | 5. ed. |
| format | Book |
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| genre_facet | Aufsatzsammlung Fallstudiensammlung |
| id | DE-604.BV023008144 |
| illustrated | Illustrated |
| index_date | 2024-07-02T19:08:12Z |
| indexdate | 2024-07-09T21:08:51Z |
| institution | BVB |
| isbn | 9780072973105 0072973102 |
| language | English |
| lccn | 2005057677 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-016212401 |
| oclc_num | 253887001 |
| open_access_boolean | |
| owner | DE-1049 DE-29 DE-19 DE-BY-UBM DE-355 DE-BY-UBR DE-2070s |
| owner_facet | DE-1049 DE-29 DE-19 DE-BY-UBM DE-355 DE-BY-UBR DE-2070s |
| physical | X, 718 S. graph. Darst. |
| publishDate | 2007 |
| publishDateSearch | 2007 |
| publishDateSort | 2007 |
| publisher | McGraw-Hill/Irwin |
| record_format | marc |
| spelling | Lewicki, Roy J. Verfasser aut Negotiation readings, exercises, cases Roy J. Lewicki ; Bruce Barry ; David M. Saunders 5. ed. Boston [u.a.] McGraw-Hill/Irwin 2007 X, 718 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Literaturverz. S. 705 - 709 Wirtschaft - Verhandlungstechnik - Verhandlungsführung Negotiation in business Negotiation Negotiation Case studies Unternehmen (DE-588)4061963-1 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Psychologie (DE-588)4047704-6 gnd rswk-swf Sozialpsychologie (DE-588)4055891-5 gnd rswk-swf Tarifverhandlung (DE-588)4184470-1 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlung (DE-588)4062875-9 gnd rswk-swf Kommunikation (DE-588)4031883-7 gnd rswk-swf (DE-588)4143413-4 Aufsatzsammlung gnd-content (DE-588)4522595-3 Fallstudiensammlung gnd-content Sozialpsychologie (DE-588)4055891-5 s Verhandlung (DE-588)4062875-9 s Kommunikation (DE-588)4031883-7 s DE-604 Unternehmen (DE-588)4061963-1 s 1\p DE-604 Verhandlungsführung (DE-588)4187777-9 s Psychologie (DE-588)4047704-6 s 2\p DE-604 Verhandlungstechnik (DE-588)4134584-8 s 3\p DE-604 Tarifverhandlung (DE-588)4184470-1 s 4\p DE-604 Barry, Bruce Verfasser aut Saunders, David M. Verfasser aut http://www.loc.gov/catdir/enhancements/fy0665/2005057677-d.html Publisher description http://www.loc.gov/catdir/enhancements/fy0665/2005057677-t.html Table of contents only http://www.loc.gov/catdir/enhancements/fy0737/2005057677-b.html Contributor biographical information HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016212401&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 3\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 4\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Lewicki, Roy J. Barry, Bruce Saunders, David M. Negotiation readings, exercises, cases Wirtschaft - Verhandlungstechnik - Verhandlungsführung Negotiation in business Negotiation Negotiation Case studies Unternehmen (DE-588)4061963-1 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Psychologie (DE-588)4047704-6 gnd Sozialpsychologie (DE-588)4055891-5 gnd Tarifverhandlung (DE-588)4184470-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd Verhandlung (DE-588)4062875-9 gnd Kommunikation (DE-588)4031883-7 gnd |
| subject_GND | (DE-588)4061963-1 (DE-588)4134584-8 (DE-588)4047704-6 (DE-588)4055891-5 (DE-588)4184470-1 (DE-588)4187777-9 (DE-588)4062875-9 (DE-588)4031883-7 (DE-588)4143413-4 (DE-588)4522595-3 |
| title | Negotiation readings, exercises, cases |
| title_auth | Negotiation readings, exercises, cases |
| title_exact_search | Negotiation readings, exercises, cases |
| title_exact_search_txtP | Negotiation readings, exercises, cases |
| title_full | Negotiation readings, exercises, cases Roy J. Lewicki ; Bruce Barry ; David M. Saunders |
| title_fullStr | Negotiation readings, exercises, cases Roy J. Lewicki ; Bruce Barry ; David M. Saunders |
| title_full_unstemmed | Negotiation readings, exercises, cases Roy J. Lewicki ; Bruce Barry ; David M. Saunders |
| title_short | Negotiation |
| title_sort | negotiation readings exercises cases |
| title_sub | readings, exercises, cases |
| topic | Wirtschaft - Verhandlungstechnik - Verhandlungsführung Negotiation in business Negotiation Negotiation Case studies Unternehmen (DE-588)4061963-1 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Psychologie (DE-588)4047704-6 gnd Sozialpsychologie (DE-588)4055891-5 gnd Tarifverhandlung (DE-588)4184470-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd Verhandlung (DE-588)4062875-9 gnd Kommunikation (DE-588)4031883-7 gnd |
| topic_facet | Wirtschaft - Verhandlungstechnik - Verhandlungsführung Negotiation in business Negotiation Negotiation Case studies Unternehmen Verhandlungstechnik Psychologie Sozialpsychologie Tarifverhandlung Verhandlungsführung Verhandlung Kommunikation Aufsatzsammlung Fallstudiensammlung |
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