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Negotiation: readings, exercises and cases

Author: Lewicki, Roy J. ; Barry, Bruce ; Saunders, David M.Publisher: Irwin, 2007.Language: EnglishDescription: 718 p. ; 23 cm.ISBN: 0072973102Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HD6952 .L49 2007
(Browse shelf)
900098660
Available 900098660
Total holds: 0

Includes index

Digitized

Negotiation Section 1 Negotiation Fundamentals 2.2 Psychological Traps by Jeffrey 2. Rubin 163 1 Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg 1 Selecting a Strategy by Roy J. Lewicki, Alex Hiam, and Karen W. Olander 14 Making Strategic Moves by Deborah M. Kolb and Judith Williams 30 Six Habits of Merely Effective Negotiators by James K. Sebenius 55 Successful Negotiating by Julia Tipler 66 The Negotiation Checklist by Tony Simons and Thomas M. Tripp 74 Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch by Charles B. Craver 88 Secrets of Power Negotiating by Roger Dawson 98 Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson 109 1.10 Implementing a Collaborative Strategy by Roy J. Lewicki, Alex Hiam, and Karen W. Olander 117 1.11 Interest-Based Negotiation: A n Engine-Driving Change by John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson 134 1.12 Negotiating Lessons from the Browser Wars by James K. Sebenius 141 2.3 The Behavior of Successful Negotiators by Neil Rackham 171 2.4 Staying with No by Holly Weeks 183 2.5 Where Does Power Come From? by Jeffrey Pfeffer 188 2.6 Harnessing the Science of Persuasion by Robert B. Cialdini 197 2.7 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams 206 2.8 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr., and Mary Sue Love 2 15 2.9 Three Schools of Bargaining Ethics by G. Richard Shell 230 2.10 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond A. Friedman and Debra L. Shapiro 236 Section 3 Negotiation Contexts 247 3.1 Can We Negotiate and Still Be Friends? by Terri Kurtzberg and Victoria Husted Medvec 247 3.2 Staying in the Game or Changing It: A n Analysis of Moves and Turns in Negotiation by Deborah M. Kolb 253 3.3 The High Cost of Low Trust by Keith G. Allred 267 3.4 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey 2. Rubin and Frank E.A. Sander 27 1 3.5 When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius 278 3.6 The Closer by Erin Strout 283 Section 2 Negotiation Subprocesses 153 2.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman 153 3.7 The New Boss by Matt Bai 290 3.8 Get Things Done through Coalitions by Margo Vanover 3.9 6.3 Taking the Stress Out of Stressful Conversations by Holly Weeks 424 304 311 6.4 Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" by Jeswald W. Salacuse 433 6.5 6.6 Negotiating with Problem People by Len Leritz When Interests Collide: Managing Many Parties at the Table by Susan Hackley 3.10 Negotiating Teams: A Levels of Analysis Approach by Susan Brodt and Leigh Thompson 451 315 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen Wise Section 4 Individual Differences Olander 455 323 6.7 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes by A.R. Elangovan 4.1 The Power of Talk: W h o Gets Heard and Why by Deborah Tannen 323 473 4.2 Women Don't Ask by Linda Babcock and Sara Laschever 4.3 337 345 Section 7 Summary 485 7.1 Best Practices in Negotiation by Roy Should You Be a Negotiator? by Ray Friedman and Bruce Barry Section 5 Negotiation across Cultures J. Lewicki, David M. Saunders, and Brucc 349 Barry 485 5.1 Negotiation and Culture: A Framework by Jeanne M. Brett 349 5.2 Intercultural Negotiation in International Business by Jeswald W. Salacuse 366 5.3 Tales of the Bazaar: Interest-Based Negotiation across Cultures by Jeffrey M. Senger 385 5.4 American Strengths and Weaknesses by Tommy T. B. Koh 401 Section 6 Resolving Differences 405 6.1 Doing Things Collab~rativel~: Realizing the Advantage or Succumbing to Inertia? By Chris Huxham and Siv Vangen 405 6.2 Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie 419 Exercises 1. The Subjective Value Inventory W I ) 495 2. Pemberton's Dilemma 498 3. The Commons Dilemma 501 4. T h e Used Car 502 5. Knight Engines/Excalibur Engine Parts 504 6. GTechnica-AcceIMedia 505 7. Planning for Negotiations 506 8. The Pakistani Prunes 509 9. Universal Computer Company I 5 10 10. Universal Computer Company 11 513 11. Twin Lakes Mining Company 5 14 12. CityofTamarack 517 13. Island Cruise 520 14. Salary Negotiations 525 Cases 1. Capital Mortgage Insurance Corporation ( A ) 573 15. Job Offer Negotiation: Joe Tech and Robust Routers 526 16. The Employee Exit Interview 5 3 1 17. Newtown School Dispute 532 2. Pacific Oil Company (A) 588 3. A Power Play for Howard 616 4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) 627 5. The Ken Griffey Jr. Negotiation 636 18. Bestbooks/Paige Turner 53 7 19. Strategic Moves and Turns 538 20. Elmwood Hospital Dispute 540 21. The Power Game 543 547 22. Coalition Bargaining 544 23. The Connecticut Valley School 6. Teotihuacan Murals 647 7. Midwestem::ContemporaryArt 661 8. 500 English Sentences 668 9. Sick Leave 678 24. Bakery-Florist-Grocery 550 25. The New House Negotiation 55 1 26. Eurotechnologies, Inc. 553 27. Third-Party Conflict Resolution 560 28. 500 English Sentences 29. Sick Leave 566 30. Alpha-Beta 567 3 1. Bacchus Winery 5 6 9 32. Collecting Nos 57 0 Questionnaires 1. The Personal Bargaining Inventor- 689 2. The SINS 1 Scale 692 1 3. The Influence Tactics Inventory 694 565 4. The Trust Scale 696 5. Communication Competence Scale 70 1

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