Negotiation : readings, exercises, and cases / ed. by Roy J. Lewicki, David M. Saunders and John W. Minton

Contributor(s): Lewicki, Roy J | Saunders, David M | Minton, John W, 1946-Material type: Text

TextLanguage: English Publication details: Boston : Irwin/McGraw-Hill, c1999. Edition: 3rd edDescription: xvi, 744 p. ; 24 cmISBN: 025621591X; 9780256215915Subject(s): Negotiation in business | Negotiation | Negotiation -- Case studiesDDC classification: 658.4052 LOC classification: HD58.6 | .N45 1999Online resources: Publisher description | Table of contents | Contributor biographical information | WorldCat details

Contents:

TOC 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.

Summary: 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.

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Barcode
Text	Dr. S. R. Lasker Library, EWU Reserve Section	Non-fiction	658.4052 LEN 2000 (Browse shelf(Opens below))	C-1	Not For Loan	9928
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.4052 LEN 2000 (Browse shelf(Opens below))	C-2	Available	9929
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.4052 LEN 2000 (Browse shelf(Opens below))	C-3	Available	9930
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.4052 LEN 2000 (Browse shelf(Opens below))	C-4	Available	9931

Total holds: 0

Includes index.

TOC 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.

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.

Sagar Shahanawaz

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