Negotiation: Readings, Exercises, and Cases

Cover Page......Page 1
Title Page......Page 2
Copyright Page......Page 3
Dedication......Page 4
About the Author......Page 5
Preface......Page 6
Table of Content......Page 9
1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power......Page 12
1.2 Selecting a Strategy......Page 25
1.3 Balancing Act: How to Manage Negotiation Tensions......Page 41
1.4 The Negotiation Checklist......Page 45
1.5 Effective Negotiating Techniques: From Selecting......Page 59
1.6 Closing Your Business Negotiations......Page 76
1.7 Defusing the Exploding Offer: The Farpoint Gambit......Page 83
1.8 Implementing a Collaborative Strategy......Page 91
1.9 Solve Joint Problems to Create and Claim Value......Page 108
1.10 Even at Megastores, Hagglers Find No PriceIs Set in Stone......Page 123
2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame......Page 126
2.2 Managers and Their Not-So Rational Decisions......Page 136
2.3 When Your Thoughts Work Against You......Page 146
2.4 Untapped Power: Emotions in Negotiation......Page 150
2.5 Staying with No......Page 158
2.6 Risks of E-Mail......Page 163
2.7 Where Does Power Come From?......Page 170
2.8 Harnessing the Science of Persuasion......Page 179
2.9 The Six Channels of Persuasion......Page 188
2.10 Negotiating with Liars......Page 194
2.11 Negotiation Ethics......Page 204
2.12 Three Schools of Bargaining Ethics......Page 209
2.13 A Painful Close......Page 215
3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation......Page 222
3.2 The Soft Sell......Page 236
3.3 Bargaining in the Shadow of the Tribe......Page 239
3.4 The Fine Art of Making Concessions......Page 251
3.5 The High Cost of Low Trust......Page 255
3.6 Consequences of Principal and Agent......Page 259
3.7 The Tension between Principals and Agents......Page 267
3.8 When a Contract Isn’t Enough: How to Be SureYour Agent Gets You the Best Deal......Page 278
3.9 This Is Not a Game: Top Sports AgentsShare Their Negotiating Secrets......Page 283
3.10 The New Boss......Page 288
3.11 Can’t Beat Them? Then Join a Coalition......Page 302
3.12 Building and Maintaining Coalitionsand Allegiances throughout Negotiations......Page 305
3.13 The Surprising Benefits of Conflictin Negotiating Teams......Page 309
4.1 Women Don’t Ask......Page 312
4.2 Become a Master Negotiator......Page 320
4.3 Should You Be a Negotiator?......Page 328
5.1 Culture and Negotiation......Page 332
5.2 Intercultural Negotiation in International Business......Page 350
5.3 American Strengths and Weaknesses......Page 369
6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia?......Page 374
6.2 Taking Steps toward “Getting to Yes”at Blue Cross and Blue Shield of Florida......Page 388
6.3 Taking the Stress Out of Stressful Conversations......Page 393
6.4 Renegotiating Existing Agreements: How to Dealwith “Life Struggling against Form”......Page 402
6.5 Negotiating with Disordered People......Page 420
6.6 When and How to Use Third-Party Help......Page 428
6.7 Investigative Negotiation......Page 446
7.1 Best Practices in Negotiation......Page 454
7.2 Getting Past Yes: Negotiatingas if Implementation Mattered......Page 464
7.3 Seven Strategies for Negotiating Success: Some Fancy Footwork for the Salary Pas de Deux......Page 477
7.4 Six Habits of Merely Effective Negotiators......Page 483
1. The Subjective Value Inventory (SVI)......Page 494
2. Pemberton’s Dilemma......Page 497
3. The Commons Dilemma......Page 500
4. The Used Car......Page 501
5. Knight Engines/Excalibur Engine Parts......Page 503
6. GTechnica—AccelMedia......Page 504
7. Toyonda......Page 505
8. Planning for Negotiations......Page 506
9. The Pakistani Prunes......Page 509
10. Universal Computer Company......Page 510
11. Twin Lakes Mining Company......Page 513
12. City of Tamarack......Page 516
13. Island Cruise......Page 519
14. Salary Negotiations......Page 524
15. Job Offer Negotiation: Joe Tech and Robust Routers......Page 525
16. The Employee Exit Interview......Page 530
17. Live8......Page 531
18. Ridgecrest School Dispute......Page 532
19. Bestbooks/Paige Turner......Page 539
20. Strategic Moves and Turns......Page 540
21. Elmwood Hospital Dispute......Page 542
22. The Power Game......Page 545
23. Coalition Bargaining......Page 546
24. The Connecticut Valley School......Page 549
25. Bakery–Florist–Grocery......Page 552
26. The New House Negotiation......Page 553
27. The Buena Vista Condo......Page 555
28. Eurotechnologies, Inc.......Page 556
29. Third-Party Conflict Resolution......Page 563
30. AuraCall Inc.......Page 568
31. 500 English Sentences......Page 569
32. Sick Leave......Page 570
33. Alpha–Beta......Page 571
34. Galactica SUV......Page 573
35. Bacchus Winery......Page 574
36. Collecting Nos......Page 575
37. A Team in Trouble......Page 577
1. Capital Mortgage Insurance Corporation (A)......Page 578
2. Pacific Oil Company (A)......Page 593
3. Negotiating on Thin Ice: The 2004–2005 NHL Dispute (A)......Page 621
4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)......Page 640
5. Bargaining Strategy in Major League Baseball......Page 649
6. Midwestern::Contemporary Art......Page 660
7. 500 English Sentences......Page 667
8. Sick Leave......Page 677
1. The Personal Bargaining Inventory......Page 688
2. The SINS II Scale......Page 691
3. Six Channels of Persuasion Survey......Page 693
4. The Trust Scale......Page 697
5. Communication Competence Scale......Page 702
6. The Cultural Intelligence Scale......Page 704
1. Negotiating on Thin Ice: The 2004–2005 NHL Dispute (B)......Page 706
Title Index......Page 710
Name Index......Page 712
Back Cover......Page 722