Negotiation : readings, exercises, and cases.

Abstract

Part 1 Negotiation fundamentals: introduction to negotiation - managing conflict, Leonard Greenhalgh, strategic choice, Dean Pruitt and Jeffrey Z. Rubin, consider both relationships and substance when negotiating strategically, Grant T. Savage et al framing and planning in negotiations - how to plan the strategies, Robert L. Kuhn, preparing for negotiations, Bill Scott, framing and reframing, Deborah Tannen distributive negotiations - winning at the sport of negotiation, Kathy Aaronson, negotiation techniques, Charles B. Craver, secrets of power negotiating, Roger Dawson integrative negotiations - collaboration - the constructive management of differences, Barbara Gray, step into my parlour - a survey of strategies and techniques for effective negotiation, Terry Anderson, some wise and mistaken assumptions about conflict and negotiation, Jeffrey Z. Rubin. Part 2 Negotiation subprocesses: communication and cognitive biases - negotiating rationally, Margaret A. Neale and Max H. Bazerman, the power of talk - who gets heard and why, Deborah Tannen, communication freezers, Mary E. Tramel and Helen Reynolds leverage - the nature of power, Kenneth Boulding, influence without authority - the use of alliances, reciprocity and exchange to accomplish work, Allan R. Cohen and David L. Bradford, how to become an influential manager, Bernard Keys and Thomas Case, becoming a persuader, Larson ethics in negotiation - the ethics and profitability of bluffing in business, Richard E. Wokutch and Thomas L. Carson, shrewd bargaining on the moral frontier - toward a theory of morality in practice, J. Gregory Dees and Peter C. Cramton, deception and mutual gain bargaining - are they mutually exclusive?, Raymond A. Friedman and Debra L. Shapiro. Part 3 Negotiation contexts: social context and relationships - when should we use agents?, direct versus representative negotiation, Jeffrey Z. Rubin and Frank E.A. Sander, negotiating in long-term mutually interdependent relationships among relative equals, Blair H. Sheppard, trade routes - the manager's network of relationships, Robert E. Kaplan teams, groups and coalitions - a core model of negotiation, Thomas Colosi, getting things done through coalitions, Margo Vanover, the negotiation of settlements - a team sport, James Zack individual differences and gender - the behaviour of successful negotiators, Neil Rackham, six basic interpersonal skills for a negotiator's repertoire, Roger Fisher and Wayne H. Davis, our game, your rules - developing effective negotiating approaches, Leonard Greenhalgh and Roderick W. Gilkey. (part contents)

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