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1. Paralleling the change in the companion textbook, Negotiation, 7th edition, the readings on the topics of ethics were moved into Section 1. This change was implemented to strengthen the importance of ethics as a core topic in negotiator training and education.
2. Readings from magazines and applied management journals have been selected because of their emphasis on conflict, the negotiation process, or the psychological and sociological dynamics that are related to negotiation. Either as stand-alone assignments or combined with the textbook, the readings offer a rich variety of perspectives, insights, and case examples of negotiation and conflict management processes in social interaction.
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Negotiation: Readings, Exercises, and Cases(7版)的圖書 |
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Negotiation：Readings, Exercises, and Cases 作者：Roy Lewicki、Bruce Barry、David Saunders 出版社：華泰文化 出版日期：2014-12-12 語言：英文 |
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圖書名稱：Negotiation: Readings, Exercises, and Cases(7版)
內容簡介
作者介紹
作者簡介
Roy Lewicki
現職：Ohio State University
Bruce Barry
現職：Vanderbilt University
David Saunders
現職：Queens University
Roy Lewicki
現職：Ohio State University
Bruce Barry
現職：Vanderbilt University
David Saunders
現職：Queens University
目錄
READING
I:Negotiation Fundamentals
1 Three Approaches to Resolving Disputs Interests, Rights, and Power
2 Selecting a Strategy
3 Balancing Act How to Manage Negotiation Tensions
4 The Negotiation Checklist
5 Effective Negotiating Techniques
6 Closing Your Business Negotiations
7 Defusing the Exploding Offer The Farpoint Gambit
8 Implementing a Collaborative Strategy
9 Solve Joint Problems to Create and Claim Value
10 The Walk in the Woods A Step-by-Step Method for Facilitating Interest-Based Negotiation and Conflict Resolution
11 Negotiating with Liars
12 Negotiation Ethics
13 hree Schools of Bargaining Ethics
II: Negotiation Subprocesses
1 Negotiating Rationally The Power and Impact of the Negotiator’s Frame
2 Managers and Their Not-So Rational Decisions
3 Untapped Power Emotions in Negotiation
4 Negotiating with Emotion
5 Negotiating Under the Influence Emotional Hangovers Distort Your Judgment and Lead to Bad Decisions
6 Staying with No
7 Negotiation via (the New) E-mail
8 Where Does Power Come From?
9 Harnessing the Science of Persuasion
10 The Six Channels of Persuasion
11 A Painful Close
III:Negotiation Contexts
1 Staying in the Game or Changing It An Analysis of Moves and Turns in Negotiation
2 Bargaining in the Shadow of the Tribe
3 Create Accountability, Improve Negotiations
4 The Fine Art of Making Concessions
5 The High Cost of Low Trust
6 Consequences of Principal and Agent
7 The Tension between Principals and Agents
8 When a Contract Isn’t Enough How to Be Sure Your Agent Gets You the Best Deal
9 This Is Not a Game Top Sports Agents Share Their Negotiating Secrets
10 Can’t Beat Them? Then Join a Coalition
11 Building and Maintaining Coalitions and Allegiances throughout Negotiations
12 How to Manage Your Negotiating Team
IV:Individual Differences
1 Women Don’t Ask
2 Become a Master Negotiator
3 Should You Be a Negotiator?
V:Negotiation across Cultures
1 Culture and Negotiation
2 Intercultural Negotiation in International Business
3 American Strengths and Weaknesses
VI:Resolving Differences
1 Doing Things Collaboratively Realizing the Advantage or Succumbing to Inertia?
2 Don’t Like Surprises? Hedge Your Bets with Contingent Agreements
3 Extreme Negotiations
4 Taking the Stress Out of Stressful Conversations
5 Renegotiating Existing Agreements How to Deal with “Life Struggling against Form”
6 How to Handle “Extreme” Negotiations with Suppliers
7 When and How to Use Third-Party Help
8 Investigative Negotiation
VII:Summary
1 Best Practices in Negotiation
2 Getting Past Yes Negotiating as if Implementation Mattered
3 The Four Pillars of Effective Negotiation
4 Seven Strategies for Negotiating Success
5 Six Habits of Merely Effective Negotiators
I:Negotiation Fundamentals
1 Three Approaches to Resolving Disputs Interests, Rights, and Power
2 Selecting a Strategy
3 Balancing Act How to Manage Negotiation Tensions
4 The Negotiation Checklist
5 Effective Negotiating Techniques
6 Closing Your Business Negotiations
7 Defusing the Exploding Offer The Farpoint Gambit
8 Implementing a Collaborative Strategy
9 Solve Joint Problems to Create and Claim Value
10 The Walk in the Woods A Step-by-Step Method for Facilitating Interest-Based Negotiation and Conflict Resolution
11 Negotiating with Liars
12 Negotiation Ethics
13 hree Schools of Bargaining Ethics
II: Negotiation Subprocesses
1 Negotiating Rationally The Power and Impact of the Negotiator’s Frame
2 Managers and Their Not-So Rational Decisions
3 Untapped Power Emotions in Negotiation
4 Negotiating with Emotion
5 Negotiating Under the Influence Emotional Hangovers Distort Your Judgment and Lead to Bad Decisions
6 Staying with No
7 Negotiation via (the New) E-mail
8 Where Does Power Come From?
9 Harnessing the Science of Persuasion
10 The Six Channels of Persuasion
11 A Painful Close
III:Negotiation Contexts
1 Staying in the Game or Changing It An Analysis of Moves and Turns in Negotiation
2 Bargaining in the Shadow of the Tribe
3 Create Accountability, Improve Negotiations
4 The Fine Art of Making Concessions
5 The High Cost of Low Trust
6 Consequences of Principal and Agent
7 The Tension between Principals and Agents
8 When a Contract Isn’t Enough How to Be Sure Your Agent Gets You the Best Deal
9 This Is Not a Game Top Sports Agents Share Their Negotiating Secrets
10 Can’t Beat Them? Then Join a Coalition
11 Building and Maintaining Coalitions and Allegiances throughout Negotiations
12 How to Manage Your Negotiating Team
IV:Individual Differences
1 Women Don’t Ask
2 Become a Master Negotiator
3 Should You Be a Negotiator?
V:Negotiation across Cultures
1 Culture and Negotiation
2 Intercultural Negotiation in International Business
3 American Strengths and Weaknesses
VI:Resolving Differences
1 Doing Things Collaboratively Realizing the Advantage or Succumbing to Inertia?
2 Don’t Like Surprises? Hedge Your Bets with Contingent Agreements
3 Extreme Negotiations
4 Taking the Stress Out of Stressful Conversations
5 Renegotiating Existing Agreements How to Deal with “Life Struggling against Form”
6 How to Handle “Extreme” Negotiations with Suppliers
7 When and How to Use Third-Party Help
8 Investigative Negotiation
VII:Summary
1 Best Practices in Negotiation
2 Getting Past Yes Negotiating as if Implementation Mattered
3 The Four Pillars of Effective Negotiation
4 Seven Strategies for Negotiating Success
5 Six Habits of Merely Effective Negotiators
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