Negotiation: Readings, Exercises, and Cases

<h2>Section 1: Negotiation Fundamentals</h2><h3>1.1 Three Approaches to Resolving Disputs: Interests, Rights, and Power</h3><h3>1.2 Selecting a Strategy</h3><h3>1.3 Balancing Act: How to Manage Negotiation Tensions</h3><h3>1.4 The Negotiation Checklist</h3><h3>1.5 Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions</h3><h3>1.6 Closing Your Business Negotiations</h3><h3>1.7 Defusing the Exploding Offer: The Farpoint Gambit</h3><h3>1.8 Implementing a Collaborative Strategy</h3><h3>1.9 Solve Joint Problems to Create and Claim Value</h3><h3>1.10 The Walk in the Woods: A Step-by-Step Method for Facilitating Interest-Based Negotiation and Conflict Resolution</h3><h3>1.11 Negotiating with Liars</h3><h3>1.12 Negotiation Ethics</h3><h3>1.13 Three Schools of Bargaining Ethics</h3><h2>Section 2: Negotiation Subprocesses</h2><h3>2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame</h3><h3>2.2 Managers and Their Not-So Rational Decisions</h3><h3>2.3 Untapped Power: Emotions in Negotiation</h3><h3>2.4 Negotiating with Emotion</h3><h3>2.5 Negotiating Under the Influence: Emotional Hangovers Distort Your Judgment and Lead to Bad Decisions</h3><h3>2.6 Staying with No</h3><h3>2.7 Negotiation via (the New) E-mail</h3><h3>2.8 Where Does Power Come From? </h3><h3>2.9 Harnessing the Science of Persuasion</h3><h3>2.10 The Six Channels of Persuasion</h3><h3>2.11 A Painful Close</h3><h2>Section 3: Negotiation Contexts</h2><h3>3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation</h3><h3>3.2 Bargaining in the Shadow of the Tribe</h3><h3>3.3 Create Accountability, Improve Negotiations</h3><h3>3.4 The Fine Art of Making Concessions</h3><h3>3.5 The High Cost of Low Trust</h3><h3>3.6 Consequences of Principal and Agent</h3><h3>3.7 The Tension between Principals and Agents</h3><h3>3.8 When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal</h3><h3>3.9 This Is Not a Game: Top Sports Agents Share Their Negotiating Secrets</h3><h3>3.10 Can’t Beat Them? Then Join a Coalition</h3><h3>3.11 Building and Maintaining Coalitions and Allegiances throughout Negotiations</h3><h3>3.12 How to Manage Your Negotiating Team</h3><h2>Section 4: Individual Differences</h2><h3>4.1 Women Don’t Ask</h3><h3>4.2 Become a Master Negotiator</h3><h3>4.3 Should You Be a Negotiator? </h3><h2>Section 5: Negotiation across Cultures</h2><h3>5.1 Culture and Negotiation</h3><h3>5.2 Intercultural Negotiation in International Business</h3><h3>5.3 American Strengths and Weaknesses</h3><h2>Section 6: Resolving Differences</h2><h3>6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? </h3><h3>6.2 Don’t Like Surprises? Hedge Your Bets with Contingent Agreements</h3><h3>6.3 Extreme Negotiations</h3><h3>6.4 Taking the Stress Out of Stressful Conversations</h3><h3>6.5 Renegotiating Existing Agreements: How to Deal with “Life Struggling against Form” </h3><h3>6.6 How to Handle “Extreme” Negotiations with Suppliers</h3><h3>6.7 When and How to Use Third-Party Help</h3><h3>6.8 Investigative Negotiation</h3><h2>Section 7: Summary</h2><h3>7.1 Best Practices in Negotiation</h3><h3>7.2 Getting Past Yes: Negotiating as if Implementation Mattered</h3><h3>7.3 The Four Pillars of Effective Negotiation</h3><h3>7.4 Seven Strategies for Negotiating Success</h3><h3>7.5 Six Habits of Merely Effective Negotiators</h3><h2>Exercises</h2><h3>1. Pemberton’s Dilemma</h3><h3>2. The Commons Dilemma</h3><h3>3. Pasta Wars</h3><h3>4. Planning for Negotiations</h3><h3>5. The Used Car</h3><h3>6. GTechnica—AccelMedia </h3><h3>7. Knight Engines/Excalibur Engine Parts</h3><h3>8. Toyonda</h3><h3>9. The Pakistani Prunes</h3><h3>10. Universal Computer Company</h3><h3>11. Bestbooks/Paige Turner</h3><h3>12. SeaTech</h3><h3>13. Eurotechnologies, Inc. </h3><h3>14. AuraCall Inc. </h3><h3>15. Island Cruise</h3><h3>16. Live8</h3><h3>17. The New House Negotiation</h3><h3>18. Twin Lakes Mining Company</h3><h3>19. The Buena Vista Condo</h3><h3>20. City of Tamarack</h3><h3>21. Negotiating about Giant Pandas</h3><h3>22. Ridgecrest School Dispute</h3><h3>23. Salary Negotiations</h3><h3>24a. (MBA). Job Offer Negotiation: Joe Tech and Robust Routers</h3><h3>24b. Job Offer Negotiation: Jane Tech and Robust Routers</h3><h3>25. The Employee Exit Interview</h3><h3>26. Coalition Bargaining</h3><h3>27. Second South American Conference on the Environment</h3><h3>28. The Connecticut Valley School</h3><h3>29. Bakery-Florist-Grocery</h3><h3>30. Campbell-Lessing Farms</h3><h3>31. Dogs in the Park</h3><h3>32. Third-Party Conflict Resolution</h3><h3>33. Elmwood Hospital Dispute</h3><h3>34. 500 English Sentences</h3><h3>35. Sick Leave</h3><h3>36. Alpha-Beta</h3><h3>37. Galactica SUV</h3><h3>38. Bacchus Winery</h3><h3>39. GRID Site Negotiation</h3><h3>40. Strategic Moves and Turns</h3><h3>41. A Team in Trouble</h3><h3>42. Collecting Nos</h3><h3>43. The Power Game</h3><h2>Cases</h2><h3>1. Pacific Oil Company</h3><h3>2. Negotiating about Pandas for San Diego Zoo</h3><h3>3. Collective Bargaining at Magic Carpet Airlines: A Union Perspective</h3><h3>4. Bargaining Strategy in Major League Baseball</h3><h3>5. Midwestern::Contemporary Art</h3><h3>6. 500 English Sentences</h3><h3>7. Sick Leave</h3><h2>Questionnaires</h2><h3>1. The Subjective Value Inventory</h3><h3>2. The Personal Bargaining Inventory</h3><h3>3. The SINS II</h3><h3>4. Six Channels of Persuasion Survey</h3><h3>5. The Trust Scale</h3><h3>6. Communication Competence Scale</h3><h3>7. The Cultural Intelligence Scale</h3><h3>8. The PMD Scale</h3>