Table of Contents

Section One: Negotiation Fundamentals1-1 Three Approaches to Resolving Disputes: Interests, Rights and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg1-2 Selecting a Strategy by Roy J. Lewicki, Alex Hiam and Karen W. Olander1-3 Making Strategic Moves by Deborah M. Kolb and Judith Williams1-4 Six Habits of Merely Effective Negotiators by James K. Sebenius1-5 Successful Negotiating by Julia Tipler1-6 The Negotiation Checklist by Tony Simmons and Tom Tripp1-7 Negotiation Techniques: How to Keep Br’er Rabbit Out of the Briar Patch by Charles B. Craver1-8 Secrets of Power Negotiating by Roger Dawson1-9 Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson1-10 Implementing a Collaborative Strategy by Roy J. Lewicki, Alex Hiam and Karen Olander1-11 Internet-Based Negotiation: An Engine-Driving Change by John R. Stepp, Kevin M. Sweeney and Robert L. Johnson1-12 Negotiating Lessons from the Browser Wars by James K. SebeniusSection Two: Negotiation Subprocesses2-1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame by Margaret A. Neale and Max H. Bazerman2-2 Psychological Traps by Jeffery Z. Rubin2-3 The Behavior of Successful Negotiators by Neil Rackham2-4 Staying With No by Holly Weeks2-5 Where does Power Come From? by Jeffery Pfeffer2-6 Harnessing the Science of Persuasion by Robert B. Cialdini2-7 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams2-8 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr. and Mary Sue Love2-9 Three School of Bargaining Ethics by G. Richard Shell2-10 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond Friedman and Debra L. ShapiroSection Three: Negotiation Contexts3-1 Can We Negotiate and Still Be Friends? by Terri Kurtzberg and Victoria Husted Medvec3-2 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Deborah M. Kolb3-3 The High Cost of Low Trust by Keith G. Allred3-4 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E.A. Sander3-5 When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius3-6 The Closer by Erin Strout3-7 The New Boss by Matt Bai3-8 Get Things Done through Coalitions by Margo Vanover3-9 When Interests Collide: Managing Many Parties at the Table by Susan Hackley3-10 Negotiating Teams: A Levels of Analysis Approach by Susan Brodt and Leigh ThompsonSection Four: Individual Differences4-1 The Power of Talk: Who Gets Heard and Why by Deborah Tannen4-2 Women Don’t Ask by Linda Babcock and Sara Laschever4-3 Should You Be a Negotiator by Ray Friedman and Bruce BarrySection Five: Negotiation across Cultures5-1 Negotiation and Culture by Jeanne M. Brett5-2 Intercultural Negotiation in International Business by Jeswald W. Salacuse5-3 Tales of the Bazaar: Interest-Based Negotiation across Cultures by Jeffrey M. Senger5-4 American Strengths and Weaknesses by Tommy T.B. KohSection Six: Resolving Differences6-1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? by Chris Huxham and Siv Vange6-2 Taking Steps Toward “Getting to Yes” at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie6-3 Taking the Stress Out of Stressful Conversations by Holly Weeks6-4 Renegotiating Existing Agreements: How to Deal with “Life Struggling Against Form” by Jeswald W. Salacuse6-5 Negotiating with Problem People by Len Leritz6-6 When and How to Use Third-Party Help by Roy J. Lewicki, Alex Hiam and Karen W. Olander6-7 The Manager as the Third Party: Deciding How to Intervene in Employee Disputes by A.R. ElangovianSection Seven: Summary7-1 Best Practices in Negotiation by Roy J. Lewicki, David M. Saunders and Bruce BarryEXERCISES1. The Subjective Value Inventory (SVI2. Pemberton’s Dilemma3. The Commons Dilemma4. The Used Car5. Knight Engine/Excalibur Engine Parts6. Gtechnica – AccellMedia7. Planning for Negotiations8. The Pakistani Prunes9. Universal Computer Company I10. Universal Computer Company II11. Twin Lakes Mining Company12. City of Tamarack13. Island Cruise14. Salary Negotiations15. Job Offer Negotiation: Joe Tech and Robust Routers16. The Employee Exit Interview17. Newtown School Dispute18. Bestbooks/Paige Turner19. Strategic Moves and Turns20. Elmwood Hospital Dispute21. The Power Game22. Coalition Bargaining23. The Connecticut Valley School24. Bakery-Florist-Grocery25. The New House Negotiation26. Eurotechnologies, Inc.27. Third-Party Conflict Resolution28. 500 English Sentences29. Sick Leave30. Alpha-Beta31. Bacchus Winery32. Collecting NosCASES1. Capital Mortgage Insurance Corporation (A)2. Pacific Oil Company (A)3. A Power Play for Howard4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)5. The Ken Griffey, Jr. Negotiation6. Teotihuacan Murals7. Midewstern::Contemporary Art8. 500 English Sentences9. Sick LeaveQUESTIONNAIRES1. The Personal Bargaining Inventory2. The SINS II Scale3. The Influence Tactics Inventory4. The Trust Scale 5. Communication Competence Scale

About the Author

Deans Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution.



Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (20022003), and a past chair of the Academy of Management Conflict Management Division.



Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.