Negotiation Readings Exercises and Cases by Roy J Lewicki

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

Contents

• Three Approaches to Resolving Disputes: Interests, Rights, and Power 
• Selecting a Strategy 
• Balancing Act: How to Manage Negotiation Tensions 
• The Negotiation Checklist 
• Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions 
• Closing Your Business Negotiations 
• Defusing the Exploding Offer: The Farpoint Gambit 
• Implementing a Collaborative Strategy 
• Solve Joint Problems to Create and Claim Value 
• Even at Megastores, Hagglers Find No Price Is Set in Stone