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978-0073530369 Challenges Of Teaching Negotiation
Challenges of Teaching Negotiation1 1-1 CHALLENGES OF TEACHING NEGOTIATION 1 ROY J. LEWICKI An earlier version of this article originally appeared in Negotiation Journal. The article explains some of the ways that teaching negotiation is different from other experiential-based courses, […]
978-0073530369 Chapter 1
Chapter 01 – The Nature of Negotiation 1-1 Chapter 1 The Nature of Negotiation Overview This chapter is the foundation for the nature of negotiations. Friends, children, businesses, police, nations, everyone negotiates almost daily. Negotiations occur for two reasons: (1) […]
978-0073530369 Chapter 10
Chapter 10 – Multiple Parties and Teams 10-1 Chapter 10 Multiple Parties and Teams Overview In this chapter, we extend the analysis to two situations that involve multiple parties: 1. Multiple parties are negotiating with one another and attempting to […]
978-0073530369 Chapter 11
Chapter 11 – International and Cross-Cultural Negotiation 11-1 Chapter 11 International and Cross-Cultural Negotiation Overview In this chapter, we first discuss some of the factors that make international negotiation different, including both the environmental context (macropolitical factors) and the immediate […]
978-0073530369 Chapter 12
Chapter 12 – Best Practices in Negotiations 12-1 Chapter 12 Best Practices in Negotiations Overview In this final chapter we reflect on negotiation at a broad level by providing 10 “best practices” for negotiators who wish to continue to improve […]
978-0073530369 Chapter 2
Chapter 02 – Strategy and Tactics of Distributive Bargaining 2-1 Chapter 2 Strategy and Tactics of Distributive Bargaining Overview The basic elements of a distributive bargaining situation, also referred to as competitive or win– lose bargaining, will be discussed. In […]
978-0073530369 Chapter 3
Chapter 03 – Strategy and Tactics of Integrative Negotiation 3-1 Chapter 3 Strategy and Tactics of Integrative Negotiation Overview Integrative negotiation – variously known as cooperative, collaborative, win-win, mutual gains, or problem solving – is the focus of this chapter. […]
978-0073530369 Chapter 4
Chapter 04 – Negotiation: Strategy and Planning 4-1 Chapter 4 Negotiation: Strategy and Planning Overview In this chapter, we discuss what negotiators should do before opening negotiations. Effective strategy and planning are the most critical precursors for achieving negotiation objectives. […]
978-0073530369 Chapter 5
Chapter 05 – Perception, Cognition, and Emotion 5-1 Chapter 5 Perception, Cognition, and Emotion Overview We begin the chapter by examining how psychological perception is related to the process of negotiation, with particular attention to forms of perceptual distortion that […]
978-0073530369 Chapter 6
Chapter 06 – Communication 6-1 Chapter 6 Communication Overview In this chapter we examine the process by which negotiators communicate their own interests, positions, and goals—and in turn make sense of those of the other party and of the negotiation […]
978-0073530369 Chapter 7
Chapter 07 – Finding and Using Negotiation Power 7-1 Chapter 7 Finding and Using Negotiation Power Overview In this chapter, we focus on power in negotiation. By power, we mean the capabilities negotiators can assemble to give themselves an advantage […]
978-0073530369 Chapter 8
Chapter 08 – Ethics in Negotiation 8-1 Chapter 8 Ethics in Negotiation Overview In this chapter, we explore the question of whether there are, or should be, accepted ethical standards for behavior in negotiations. This topic has received increased attention […]
978-0073530369 Chapter 9
Chapter 09 – Relationships in Negotiation 9-1 Chapter 9 Relationships in Negotiation Overview In this chapter, we will focus on the ways these past and future relationships impact present negotiations. Our treatment of relationships will come in two major sections. […]
978-0073530369 Course Structure
Structuring the Negotiation Course 1-1 STRUCTURING THE NEGOTIATION COURSE In talking with many instructors about the ways that they design and teach courses in negotiation, we know that there are as many different course designs as there are instructors! As […]
978-0073530369 Guidelines
Special Guidelines for Using Role-Playing and Instruments 1-1 SPECIAL GUIDELINES FOR USING ROLE-PLAYING AND INSTRUMENTS The following guidelines will be useful to instructors who have not had extensive experience with role-playing activities, or have not used self-diagnostic questionnaires and personality […]
978-0073530369 Matrix For Essentials
Cross-Comparison Matrix between Essentials 5th Edition and Readings 6th Edition 1-1 CROSS-COMPARISON MATRIX BETWEEN ESSENTIALS 5TH EDITION AND READINGS 6TH EDITION The following matrix will help the instructor match Exercises and Cases from the 6th Edition of Negotiation: Readings, Exercises […]
978-0073530369 Syllabi Part 1
Sample Syllabi and Course Outlines 1-1 SAMPLE SYLLABI and COURSE OUTLINES Instructors well experienced in teaching negotiation course using previous editions of this text have contributed these materials. The materials have been adapted here to facilitate the use of the […]
978-0073530369 Syllabi Part 2
Sample Syllabi and Course Outlines 1-21 Reading: • Walton and McKersie, excerpt from A Behavioral Theory of Labor Negotiations (1965) • LSBM< Section 8 (8-1 and 8-2 only). Assignment: Prepare your role for Global Aeronautical Products Simulation. Note: This simulation […]
978-0073530369 Syllabi Part 3
Sample Syllabi and Course Outlines 1-35 What was your goal? What happened in the negotiation (a brief overview of key events)? What did you learn about yourself from the experience? What did you learn about the behavior of others? How […]
978-0073530369 Test Bank Chapter 1
Chapter 01 – The Nature of Negotiation Chapter 01 The Nature of Negotiation Fill in the Blank Questions 1. (p. 2) People ____________ all the time. negotiate 2. (p. 3) The term ____________ is used to describe the competitive, win-lose […]
978-0073530369 Test Bank Chapter 10
Chapter 10 – Multiple Parties and Teams Chapter 10 Multiple Parties and Teams Fill in the Blank Questions 1. (p. 210) In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus. collective 2. (p. […]
978-0073530369 Test Bank Chapter 11
Chapter 11 – International and Cross-Cultural Negotiation Chapter 11 International and Cross-Cultural Negotiation Fill in the Blank Questions 1. (p. 230) The term ____________ refers to the shared values and beliefs of a group of people. culture 2. (p. 230) […]
978-0073530369 Test Bank Chapter 12
Chapter 12 – Best Practices in Negotiations Chapter 12 Best Practices in Negotiations Fill in the Blank Questions 1. (p. 251) While some people may look like born negotiators, negotiation is fundamentally a skill involving ____________ and _____________ that everyone […]
978-0073530369 Test Bank Chapter 2
Chapter 02 – Strategy and Tactics of Distributive Bargaining Chapter 02 Strategy and Tactics of Distributive Bargaining Fill in the Blank Questions 1. (p. 28) Distributive bargaining is basically a competition over who is going to get the most of […]
978-0073530369 Test Bank Chapter 3
Chapter 03 – Strategy and Tactics of Integrative Negotiation Chapter 03 Strategy and Tactics of Integrative Negotiation Fill in the Blank Questions 1. (p. 62) Although the conflict may appear initially to be win-lose to the parties, ____________ and ____________ […]
978-0073530369 Test Bank Chapter 4
Chapter 04 – Negotiation: Strategy and Planning Chapter 04 Negotiation: Strategy and Planning Fill in the Blank Questions 1. (p. 89) Without effective planning and target setting, results occur more by ____________ than by negotiator effort. chance 2. (p. 90) […]
978-0073530369 Test Bank Chapter 5
Chapter 05 – Perception, Cognition, and Emotion Chapter 05 Perception, Cognition, and Emotion Fill in the Blank Questions 1. (p. 113) Perception is a “sense-making” process; people interpret their ____________ so they can make appropriate responses to it. environment 2. […]
978-0073530369 Test Bank Chapter 6
Chapter 06 – Communication Chapter 06 Communication Fill in the Blank Questions 1. (p. 139) In negotiations, language operates at two levels: the _____________ level (for proposals or offers) and the _____________ level (for semantics, syntax, and style). logical, pragmatic […]
978-0073530369 Test Bank Chapter 7
Chapter 07 – Finding and Using Negotiation Power Chapter 07 Finding and Using Negotiation Power Fill in the Blank Questions 1. (p. 152) Negotiators employ tactics designed to create power ____________ as a way to “level the playing field.” equalization […]
978-0073530369 Test Bank Chapter 8
Chapter 08 – Ethics in Negotiation Chapter 08 Ethics in Negotiation Fill in the Blank Questions 1. (p. 172) ____________ can be defined as individual and personal views for deciding what is right and wrong. Morals 2. (p. 172) The […]
978-0073530369 Test Bank Chapter 9
Chapter 09 – Relationships in Negotiation Chapter 09 Relationships in Negotiation Fill in the Blank Questions 1. (p. 193) Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how […]