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Negotiation Readings, Exercises, and Cases

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ISBN-10: 0072429658

ISBN-13: 9780072429657

Edition: 4th 2003 (Revised)

Authors: Roy J. Lewicki, David M. Saunders, John W. Minton, Bruce Barry

List price: $96.25
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Book details

List price: $96.25
Edition: 4th
Copyright year: 2003
Publisher: McGraw-Hill Higher Education
Publication date: 6/4/2002
Binding: Paperback
Pages: 744
Size: 6.25" wide x 9.25" long x 1.25" tall
Weight: 2.046
Language: English

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

Negotiation Fundamentals
Three Approaches to Resolving Disputes: Interests, Rights and Power
Selecting a Strategy
Making Strategic Moves
Six Habits of Merely Effective Negotiators
Successful Negotiating
The Negotiation Checklist
Negotiation Techniques: How to Keep Br’er Rabbit Out of the Briar Patch
Secrets of Power Negotiating
Defusing the Exploding Offer: The Farpoint Gambit
Implementing a Collaborative Strategy
Internet-Based Negotiation: An Engine-Driving Change
Negotiating Lessons from the Browser Wars
Negotiation Subprocesses
Negotiating Rationally: The Power and Impact of the Negotiator’s Frame
Psychological Traps
The Behavior of Successful Negotiators
Staying With No
Where does Power Come From?
Harnessing the Science of Persuasion
Breakthrough Bargaining
Ethics in Negotiation: Oil and Water or Good Lubrication?
Three School of Bargaining Ethics
Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?
Negotiation Contexts
Can We Negotiate and Still Be Friends?
Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation
The High Cost of Low Trust
When Should We Use Agents? Direct versus Representative Negotiation
When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal
The Closer
The New Boss
Get Things Done through Coalitions
When Interests Collide: Managing Many Parties at the Table
Negotiating Teams: A Levels of Analysis Approach
Individual Differences
The Power of Talk: Who Gets Heard and Why
Women Don’t Ask
Should You Be a Negotiator
Negotiation across Cultures
Negotiation and Culture
Intercultural Negotiation in International Business
Tales of the Bazaar: Interest-Based Negotiation across Cultures
American Strengths and Weaknesses
Resolving Differences
Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia?
Taking Steps Toward “Getting to Yes” at Blue Cross and Blue Shield of Florida
Taking the Stress Out of Stressful Conversations
Renegotiating Existing Agreements: How to Deal with “Life Struggling Against Form”
Negotiating with Problem People
When and How to Use Third-Party Help
The Manager as the Third Party: Deciding How to Intervene in Employee Di
Table of Contents provided by Publisher. All Rights Reserved.