Research Catalog

Title

Negotiation : readings, exercises, and cases.

Publication

Boston : Irwin/McGraw-Hill, c1999.

Items in the Library & Off-site

Holdings

Details

Additional Authors

• Lewicki, Roy J.
• Saunders, David M.
• Minton, John W., 1946-

Description

xvi, 744 p. : ill.; 24 cm.

Summary

Explores the major concepts and theories of the psychology of bargaining and negotiation. This book also looks at the dynamics of interpersonal and intergroup conflict and its resolution.

Subject

• Negotiation in business
• Negotiation
• Negotiation > Case studies

Genre/Form

Case studies

Note

• Companion vol. to: Negotiation.

Bibliography (note)

• Includes bibliographical references and indexes.

Processing Action (note)

• committed to retain

Contents

• Managing conflict / L. Greenhalgh -- Strategic choice / D. Pruitt & J.Z. Rubin -- Consider both relationships and substance when negotiating strategically / G.T. Savage, J.D. Blair, & R.L. Sorenson -- How to plan the strategies / R. Kuhn -- Preparing for negotiations / B. Scott -- Framing and reframing / D. Tannen -- Winning at the sport of negotiation / K. Aaronson -- Negotiation techniques / C.B. Craver -- Secrets of power negotiating / R. Dawson -- Collaboration: the constructive management of differences / B. Gray -- Step into my parlor: a survey of strategies and techniques for effective negotiation / T. Anderson -- Some wise and mistaken assumptions about conflict and negotiation / J.Z. Rubin -- Negotiating rationally: the power and impact of the negotiator's frame / M.A. Neale & M.H. Bazerman -- The power of talk: who gets heard and why / D. Tannen -- Communication freezers / M.E. Tramel & H. Reynolds -- The nature of power / K. Boulding --^
• Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work / A.R. Cohen & D.L. Bradford -- How to become an influential manager / B. Keys & T. Case -- How to get clout / J. Brothers -- The ethics and profitability of bluffing in business / R.E. Wokutch & T.L. Carson -- Shrewd bargaining on the moral frontier: toward a theory of morality in practice / J.G. Dees & P.C. Cramton -- Deception and mutual gains bargaining: are they mutually exclusive? / R.A. Friedman & D.L. Shapiro -- When should we use agents? Direct versus representative negotiation / J.Z. Rubin & F.E.A. Sander -- Negotiating in long-term mutually interdependent relationships among relative equals / B.H. Sheppard -- Trade routes: the manager's network of relationships / R.E. Kaplan -- A core model of negotiation / T. Colosi -- Get things done through coalitions / M. Vanover -- The negotiation of settlements: a team sport / J.G. Zack Jr. --^
• The behavior of successful negotiators / N. Rackham -- Six basic interpersonal skills for a negotiator's repertoire / R. Fisher & W.H. Davis -- Our game, your rules: developing effective negotiating approaches / L. Greenhalgh & R.W. Gilkey -- The dynamics of international business negotiations / A.V. Phatak & M.M. Habib -- American strengths and weaknesses / T.T.B. Koh -- Global negotiating: vive les differences! / S. Frank -- Psychological traps / J.Z. Rubin -- Negotiating with problem people / L. Leritz -- Negotiating with a customer you can't afford to lose / T.C. Keiser -- The role of the mediator / T. Colosi -- "What do we need a mediator for?": Mediation's "value-added" for negotiators / R.A. Baruch Bush -- The manager as the third party: deciding how to intervene in employee disputes / A.R. Elangovan -- Exercises -- Cases -- Questionnaires -- Appendixes.

ISBN

025621591X

LCCN

^^^97044924^

OCLC

• 37864437
• SCSB-10223466

Owning Institutions

Harvard Library