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1 ! ! ! ESSENTIALS!OF!NEGOTIATION!6E! LEWICKI!▪!BARRY!▪!SAUNDERS! ! ! ! RESOURCE!MATERIALS!AND!BIBLIOGRAPHY!FOR!TEACHING! NEGOTIATION! ! ! The!following!sources!may!be!consulted!for!additional!resource!materials!that!can! be!used!in!teaching!this!course:! ! A!Negotiation!Planning!and!Course!Management!Tool! An! excellent! negotiation! planning! and! course! management! software! package! has! been!created!by!Martin!Latz!of!ExpertNegotiator,!http:www.expertnegotiator.com.! ExpertNegotiator!has!been!customized!to!coordinate!with!the!other!Lewicki!et.!al.! texts,!and!can!be!obtained!at!a!package!price!with!these!books!through!McGraw!Hill.! Course!Outlines!and!General!Requests!for!Help! Negotiation!instructors!are!usually!very!willing!to!share!their!ideas,!teaching! resources!and!course!materials.!!!The!following!lists!are!most!useful!for!posting!a! ‘request’!for!a!course!outline!or!help!with!a!teaching!problem:! ! The!Conflict!Management!Division!of!the!Academy!of!Management:!! cmdnetKl@aom.pace.edu! ! The!Organizational!Behavior!Teaching!Society:!! obtsKl@bucknell.edu! […]

! CHALLENGES)OF)TEACHING)NEGOTIATION*! Roy!J.!Lewicki! ESSENTIALS(OF(NEGOTIATION(6e( LEWICKI(▪(BARRY(▪(SAUNDERS( ! 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,!uses!a!well!known!model!of!experiential!learning!to! explain!the!various!vehicles!for!learning!in!the!course,!discusses!some!general! problems!in!structuring!a!negotiation!course,!and!describes!some!of!the!unique! challenges!that!are!created!for!instructors!in!these!courses.!!For!those!who!do!not! have!extensive!teaching!experience!in!this!area,!the!article!creates!an!appropriate! groundwork!for!understanding!the!course!specifics!that!we!describe!on!this! website.!References!and!language!have!been!updated!as!appropriate.! ! Courses!in!negotiation!are!a!mature!academic!industry.!!In!the!mid@1970s,!when!I!first! taught!a!negotiation!course!to!students!in!a!graduate!school!of!business,!there!were! perhaps!two!or!three!other!comparable!courses!in!the!United!States.!!Reading!and!case! materials!at!that!time!were!drawn!largely!from!labor!relations,!social!psychology,!and! international!diplomacy.!!Simulation!materials!were!adapted!from!game!theory,!collective! bargaining!and!psychological!experiments.!!Only!one!or!two!practitioner@oriented!trade! books!were!available!in!the!marketplace.! ! ! Today,!negotiation!courses!are!staples!of!the!curriculum!in!business!schools,!law! schools,!public!policy!schools,!schools!of!international!relations,!and!undergraduate! curricula.!!Case!studies!and!simulations!are!regularly!developed!to!analyze!and!enact! negotiation!in!each!of!these!environments!and!contexts.!!Research!emphasis!has!largely! moved!from!the!development!of!new!theoretical!bases!to!applications!and!the!analysis!of! negotiations!in!situational!context.!!Practitioner!oriented!books!on!negotiation!abound,!and! comprehensive!textbooks!are!beginning!to!appear.!!Finally,!seminars!for!executives!and! practitioners!are!available!from!many!training!organizations!and!consulting!firms.! ! ! My!purpose!in!this!article!is!to!outline!some!of!the!central!problems,!issues!and! dilemmas!of!teaching!negotiation.!!While!some!of!these!problems!are!not!unique!to! teaching!negotiation!skills!(and!related!courses!in!power!and!conflict!management—see! the!bibliography!and!‘Additional!Resources’!section!of!this!website),!others!specifically! arise!because!of!the!nature!of!the!subject!matter!and!the!pedagogical!style!necessary!to! […]

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) to create something new that neither party […]

1 Chapter 10 Multiple Parties, Groups, and Teams in Negotiation Overview In this chapter, we will note the factors that make multiparty negotiations more difficult to manage than one-on-one negotiations. We will comment on some of the key stages and […]

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 context (microstrategic factors). We then turn to […]

1 Chapter 12 Best Practices in Negotiation 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 their negotiation skills. Learning Objectives 1. Ten […]

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 a distributive bargaining situation, the goals of one party […]

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. In distributive bargaining, the goals of the parties are […]

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. With effective planning and target setting, most […]

1 Chapter 5 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 from researchers in recent years. It […]

1 Chapter 6 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 can cause problems of understanding and meaning […]

1 Chapter 7 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 as a whole. The […]

1 Chapter 8 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 or increase the probability of achieving their objectives. […]

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. First, we examine how a past, […]

!!! ! 1! ! !!!!!!!!!!!!!!!! !ESSENTIALS!OF!NEGOTIATION!6E! LEWICKI!▪!BARRY!▪!SAUNDERS! ! EXPERTNEGOTIATOR.COM! ! An! excellent! negotiation! planning! and! course! management! software! package! has! been! created! by! Martin! Latz!of! ExpertNegotiator,! http:www.expertnegotiator.com.! ! Help!students!focus!on!their!negotiation!preparation!skills.!The!students! can! use! the! tool! to! prepare! for! simulated! negotiations! and! record! […]

1 INTRODUCTION! ! ESSENTIALS!OF!NEGOTIATION!6e! Welcome!to!the!sixth!edition!of!the!Instructor’s!Website!for!Essentials1of! Negotiation.!!The!first!five!editions!of!the!student!book,!published!in!2001,!2004,!2007!and! 2011!have!been!very!well!received.!!Courses!in!negotiation!and!dispute!resolution!have! become!popular!fixtures!in!schools!and!colleges!of!business,!public!policy,!urban!affairs,!etc.!! In!addition,!the!academic!study!of!negotiation!and!dispute!resolution!has!continued!to!enjoy! a!significant!“boom”!through!the!last!forty!years,!leading!to!a!steady!stream!of!research! studies,!“applied”!articles!for!managers!and!practitioners,!and!new!roleHplays,!simulations! and!other!teaching!technology.!!As!a!result,!we!continue!to!have!a!very!rich!pool!of!resource! material!from!which!to!compile!this!edition.!!We!hope!you!find!these!materials!useful,!and! that!they!enhance!your!teaching!effectiveness!in!this!exciting,!interesting!and!challenging! area!! 1 !All!of!the!revisions!in!Essentials1of!Negotiation!(and!this!Instructor’s!Website)!will! be!paralleled!by!revisions!in!a!companion!reading!and!exercise!book,!Negotiation:1 Readings,!Exercises1and1Cases!(2015,!Seventh!Edition).!A!more!extensive!treatment!of!the! chapter!topics!(and!additional!chapters!omitted!from!this!book)!can!be!found!in!the!more! complete!Negotiation1(2014,!Seventh!Edition).!Both!books!are!available!from!McGrawHHill! Higher!Education.!!Any!of!the!three!books!may!be!used!separately,!or!they!may!be!packaged! together,!combining!the!Text!and!Reader!or!the!Essentials!and!Reader.!!Instructors!may! also!create!their!own!course!materials!package!by!picking!and!choosing!from!any!of!these! texts!through!McGraw!Hill!CREATE!(see!below).!!See!the!following!section!for!changes!we! have!made!to!this!volume,!and!to!the!companion!text.!All!three!volumes!have!Instructor! Websites.! ! Organization!of!the!Text,!and!Changes!from!the!Fifth!Edition!of!Essentials:! !For!those!of!you!who!are!familiar!with!the!Fifth!Edition,!you!will!note!that!only!one! significant!change!was!made!in!the!fundamental!organization!of!the!book,!which!was!to! move!the!Ethics!chapter!(now!Chapter!5)!forward!in!the!flow!of!chapters.!This!was!done! because!we!think!consideration!of!negotiation!ethics!is!a!critical!component!of!all! negotiation!courses.! ! ! !For!those!of!you!who!are!not!familiar!with!previous!editions,!a!brief!overview!is! appropriate.!The!full!text,!Negotiation,!is!organized!into!20!chapters.!We!have!taken!what! we!believe!to!be!the!most!‘popular’!12!chapters!and!put!them!into!this!Essentials!volume.! As!a!result!of!creating!this!Essentials!volume,!8!chapters!from!the!larger!text!have!been! […]

! STRUCTURING)THE)NEGOTIATION)COURSE)) ! ESSENTIALS!OF!NEGOTIATION!6e! LEWICKI!▪!BARRY!▪!SAUNDERS! ! ! ! ! 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!a!result,!we!only!offer!here!some!general!guidelines!to!instructors!about!the! factors!that!should!be!taken!into!consideration!in!designing!and!structuring!a!course.!!Many! of!these!guidelines!and!suggestions!were!identified!in!the!previous!Negotiation!Journal! article;!we!will!briefly!review!them!here.! ! 1.)Class)Size.!!Instructors!differ!on!their!ability!to!manage!various!groups!in!experiential! learning!activities.!!Good!experiential!learning!requires!a!classroom!of!moderate!size!EE!i.e.! big!enough!to!conduct!multiple!roleEplays!that!will!produce!different!results,!small!enough! to!orchestrate!the!experience!in!a!limited!time.!!We!recommend!a!minimum!class!size!of!16,! and!a!maximum!class!size!of!36E40.!!However,!some!of!us!have!taught!these!activities!to! groups!of!60!or!more.!!In!larger!classes,!tight!orchestration!of!activities!is!a!must!in!order!to! not!waste!time!distributing!materials,!etc.!! ! 2.)Facilities.!!RoleEplaying!with!multiple!teams!negotiating!simultaneously!requires!that! each!team!have!a!room!or!place!to!meet,!and!that!additional!space!is!available!for!one!or! both!teams!to!caucus!(lounges,!hallways,!cafeteria,!etc.).!!Thus,!it!is!most!desirable!to!have! several!breakout!rooms!available!near!the!classroom!for!negotiation!and!caucusing.!!It!will! be!almost!impossible!to!conduct!this!class!in!a!fixed!seat!auditorium!with!no!options!for! breakout!space.!!Some!instructors!prefer!to!teach!this!course!at!night!when!they!can!have! access!to!lots!of!empty!classrooms!that!are!full!during!the!daytime.!!Others!assign!roleE plays!to!be!done!outside!of!class.!!If!in!any!doubt,!move!the!class!to!a!place!where!extra! rooms!or!flexible!seating!are!available.! ! 3.)Class)Hours.!!It!is!very!difficult!to!teach!this!class!in!a!number!of!short!class!periods.!50E 60!minute!classes!do!not!allow!students!to!prepare!for!and!carry!out!an!exercise;!spanning! the!exercises!over!two!days!frequently!takes!the!“life”!out!of!them.!!We!recommend!that! you!schedule!this!class!for!AT!LEAST!75!minutes.!!Longer!class!times!are!generally! preferred!(90!E!100!minutes),!and!some!instructors!even!prefer!one!3E4!hour!class!period! once!a!week.!!While!the!fatigue!factor!is!high,!the!longer!class!allows!for!maximum! […]

Chapter 01 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the time. negotiate 2. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, […]

Chapter 10 Multiple Parties, Groups, and Teams in Negotiation 1. In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus. collective 2. Differences are what make multiparty negotiations more complex, challenging, and ____________ to […]

Chapter 11 International and Cross-Cultural Negotiation 1. The term ____________ refers to the shared values, beliefs, and behaviors of a group of people. culture 2. In order to understand the complexity of international negotiations, one must understand how the factors […]

Chapter 12 Best Practices in Negotiations 1. While some people may look like born negotiators, negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn. analysis; communication 2. Negotiators who are better prepared have numerous ____________. advantages […]

Chapter 02 Strategy and Tactics of Distributive Bargaining 1. Distributive bargaining is basically a competition over who is going to get the most of a _______________________. limited resource 2. Whether or not one or both parties in a distributive bargaining […]

Chapter 03 Strategy and Tactics of Integrative Negotiation Fill in the Blank Questions 1. Although the conflict may appear initially to be win-lose to the parties, ____________ and _____________________ will usually suggest win-win alternatives. discussion; mutual exploration 2. Those wishing […]

Chapter 04 Negotiation: Strategy and Planning Fill in the Blank Questions 1. Without effective planning and target setting, results occur more by ____________ than by negotiator effort. chance 2. Effective strategy and ____________ are the most critically important precursors for […]

Chapter 05 Ethics in Negotiation 1. ____________ can be defined as individual and personal beliefs for deciding what is right and wrong. Morals 2. The concept of ____________ ethics states that the rightness of an action is determined by evaluating […]

Chapter 06 Perception, Cognition, and Emotion 1. Perception is a “sense-making” process; people interpret their ____________ so they can make appropriate responses to it. environment 2. The perceiver’s own needs, desires, motivations, and personal experiences may be likely to create […]

Chapter 07 Communication 1. In negotiations, language operates at two levels: the _____________ level (for proposals or offers) and the _____________ level (for semantics, syntax, and style). logical; pragmatic 2. The use of _________________________ is defined as when negotiators use […]

Chapter 08 Finding and Using Negotiation Power 1. We treat power as the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation. potential 2. Negotiators employ tactics designed to create power ____________ […]

Chapter 09 Relationships in Negotiation 1. Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves. parties 2. Researchers have simulated complex negotiations by simplifying the […]