Negotiation Readings, Exercises, Cases

ISBN-10: 0072973102

ISBN-13: 9780072973105

Edition: 5th 2007 (Revised)

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

List price: $117.19
30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy


Negotiation is a critical skill needed for effective management. This edition explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.
what's this?
Rush Rewards U
Members Receive:
You have reached 400 XP and carrot coins. That is the daily max!
Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Business Ethics Online content $4.95 $1.99
Add to cart
Study Briefs
Business Law Online content $4.95 $1.99
Add to cart
Study Briefs
Management Online content $4.95 $1.99
Customers also bought

Book details

List price: $117.19
Edition: 5th
Copyright year: 2007
Publisher: McGraw-Hill Higher Education
Publication date: 2/15/2006
Binding: Paperback
Pages: 720
Size: 7.00" wide x 8.75" long x 0.75" tall
Weight: 2.288
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
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.