Readings

Section 1

Negotiation Fundamentals

1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg

1.2 Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander

1.3 NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley

1.4 The Negotiation Checklist by Tony Simons and Thomas Tripp

1.5 NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero

1.6 NEW! Closing Your Business Negotiations by Claude Cellich

1.7 Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson

1.8 Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander

1.9 NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius

1.10 NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel

Section 2

Negotiation Subprocesses

2.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman.

2.2 NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi

2.3 NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter

2.4 NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro

2.5 Staying with No by Holly Weeks

2.6 NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness

2.7 Where Does Power Come From? by Jeffrey Pfeffer

2.8 Harnessing the Science of Persuasion by Robert B. Cialdini

2.9 NEW! The Six Channels of Persuasion by G. Richard Shell

2.10 NEW! Negotiating With Liars by Robert S. Adler

2.11 NEW! Negotiation Ethics by Charles B. Craver

2.12 Three Schools of Bargaining Ethics by G. Richard Shell

2.13 NEW! A Painful Close by Leonard Greenhalgh

Section 3

Negotiation Contexts

3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Margaret A. Neale and Max H. Bazerman

3.2 NEW! The Soft Sell by Chuck Salter

3.3 NEW! Bargaining in the Shadow of the Tribe by John H. Wade

3.4 NEW! Four Strategies for Making Concessions by Deepak Malhotra

3.5 The High Cost of Low Trust by Keith G. Allred

3.6 NEW! Consequences of Principal and Agent by Jayne Seminare Docherty and Marcia Caton Campbell

3.7 NEW! The Tension between Principals and Agents by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello

3.8 When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius.

3.9 NEW! This is Not a Game by Alix Stuart

3.10 The New Boss by Matt Bai

3.11 NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter

3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations by Lisa Bracken

3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter

Section 4

Individual Differences

4.1 Women Don't Ask by Linda Babcock and Sara Laschever

4.2 NEW! Become a Master Negotiator by Michael Benoliel with Linda Cashdan

4.3 Should You Be a Negotiator? by Ray Friedman and Bruce Barry

Section 5

Negotiation across Cultures

5.1 NEW! Culture and Negotiation by Jeanne M. Brett

5.2 Intercultural Negotiation in International Business by Jeswald W. Salacuse

5.3 American Strengths and Weaknesses by Tommy T. B. Koh

Section 6

Resolving Differences

6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia by Chris Huxham and Siv Vangen

6.2 Taking Steps toward “Getting to Yes” at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie

6.3 Taking the Stress Out of Stressful Conversations by Holly Weeks

6.4 Renegotiating Existing Agreements: How to Deal with “Life Struggling against Form” by Jeswald W. Salacuse

6.5 NEW! Negotiating with Disordered People by Elizabeth L. Jeglic and Alexander A. Jeglic

6.6 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander

6.7 NEW! Investigative Negotiation by Deepak Malhotra and Max H. Bazerman

Section 7

Summary

7.1 Best Practices in Negotiation by Roy J. Lewicki, Bruce Barry, and David M. Saunders

7.2 NEW! ‘Getting Past Yes': Negotiating as if Implementation Mattered by Danny Ertel

7.3 NEW! Seven Strategies for Negotiating Success by Max Messmer

7.4 Six Habits of Merely Effective Negotiators by James K. Sebenius

Exercises

1. The Subjective Value Inventory (SVI)

2. Pemberton's Dilemma

3. The Commons Dilemma

4. The Used Car

5. Knight Engines/Excalibur Engine Parts

6. GTechnica—AccelMedia

7. NEW! Toyonda

8. Planning for Negotiations

9. The Pakistani Prunes

10. Universal Computer Company

11. Twin Lakes Mining Company

12. City of Tamarack

13. Island Cruise

14. Salary Negotiations

15. Job Offer Negotiation: Joe Tech and Robust Routers

16. The Employee Exit Interview

17. NEW! Live8

18. NEW! Ridgecrest School Dispute

19. Bestbooks/Paige Turner

20. Strategic Moves and Turns

21. Elmwood Hospital Dispute

22. The Power Game

23. Coalition Bargaining

24. The Connecticut Valley School

25. Bakery—Florist—Grocery

26. The New House Negotiation

27. NEW! The Buena Vista Condo

28. Eurotechnologies, Inc.

29. Third-Party Conflict Resolution

30. NEW! AuraCall, Inc.

31. 500 English Sentences

32. Sick Leave

33. Alpha—Beta

34. NEW! Galactica SUV

35. Bacchus Winery

36. Collecting Nos

37. NEW! A Team in Trouble

Cases

1. Capital Mortgage Insurance Corporation (A)

2. Pacific Oil Company (A)

3. NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)

5. NEW! Bargaining Strategy in Major League Baseball

6. Midwestern: Contemporary Art

7. 500 English Sentences

8. Sick Leave

Questionnaires

1. The Personal Bargaining Inventory

2. The SINS II Scale

3. NEW! Six Channels Survey

4. The Trust Scale

5. Communication Competence Scale

6. NEW! Cultural Intelligence (CQS)

Appendix