Negotiation：Readings, Exercises and Cases

◎作者：Roy Lewicki
　現職：Ohio State University

◎作者：Bruce Barry
　現職：Vanderbilt University

◎作者：David Saunders
　現職：Queens University

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