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ESSENTIALS!OF!NEGOTIATION!6E!
LEWICKI!▪!BARRY!▪!SAUNDERS!
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RESOURCE!MATERIALS!AND!BIBLIOGRAPHY!FOR!TEACHING!
NEGOTIATION!
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The!following!sources!may!be!consulted!for!additional!resource!materials!that!can!
be!used!in!teaching!this!course:!
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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:!
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The!Conflict!Management!Division!of!the!Academy!of!Management:!!
cmdnetKl@aom.pace.edu!
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The!Organizational!Behavior!Teaching!Society:!!
obtsKl@bucknell.edu!
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The!International!Association!of!Conflict!Management:!
!http://www.iacmKconflict.org/!
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RoleFplay!Materials!
The!first!and!most!important!source!of!role!plays,!cases!and!questionnaires!is!the!
companion!book!(Lewicki,!Barry!and!Saunders,!2014,”Negotiation:”Readings,”
Exercises”and”Cases).!Through!its!CREATE!division,!McGraw!Hill!will!customK
package!any!materials!you!select!from!these!volumes!and!create!either!a!paper!or!
electronic!custom!book!for!your!students.!Contact!your!local!McGraw!Hill!
representative!or!
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http://create.mcgrawKhill.com/createonline!
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Two!sources!for!compilations!of!additional!roleKplay!materials:!!
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The!Program!On!Negotiation,!Harvard!Law!School,!500!Pound!Hall,!
Cambridge,!MA!02138,!1K800K258K4066,!<www.pon.org>!!
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The!Dispute!Resolution!Research!Center.!Kellogg!Graduate!School!of!
Management,!Northwestern!University,!Evanston,!IL,!!
1K847K491K8068,!<http://www.kellogg.northwestern.edu/DRRC/index>!!
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Resources!on!Strategies,!Approaches!and!Debates!About!Teaching!
Negotiation!
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1.!The!Rethinking!Negotiation!Teaching!Project!series.!
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Four!volumes!have!been!published!by!DRI!Press!in!the!Rethinking”
Negotiation”Teaching”Project!series.!Papers!in!these!volumes!examine!almost!every!
aspect!of!the!way!negotiation!is!now!taught,!including!issues!such!as:!
K is!there!a!core!set!of!topics!(a!‘Canon’!of!negotiation)!that!is!taught!across!
different!disciplines!and!professions?!
K How!do!we!know!that!negotiation!teaching!actually!changes/improves!
negotiator!behavior?!In!what!ways?!
K Do!various!approaches!to!teaching!actually!help!students!deal!with!
complex,!realKworld!negotiation!problems?!
K How!does!negotiation!change!across!cultural!boundaries,!and!how!can!
instructors!effectively!understand!and!prepare!for!these!changes?!
K Is!negotiation!content!being!effectively!‘tailored’!for!the!type!and!level!of!
student!audience?!
K Is!role!playing!the!most!effective!tool!for!teaching!negotiation!and!what!
are!the!alternatives?!
K How!have!the!dramatic!changes!in!technology!affected!negotiation!
dynamics,!and!have!instructors!adapted!instructional!practices!to!address!
these!changes?!
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The!four!volumes!are:!
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Honeyman,!C.,!Coben,!J.!&!De!Palo,!G.!(Eds.)!(2009).!Rethinking”Negotiation”Teaching:”
Innovations”for”Context”and”Culture.!St!Paul,!MN:!DRI!Press.!
Honeyman,!C.,!Coben,!J.!&!De!Palo,!G.!(Eds.)!(2010).!Venturing”Beyond”the”Classroom.!
St.!Paul,!MN:!DRI!Press.!
Ebner,!N.,!Coben,!J.!&!Honeyman,!C.!!(Eds.)!2012.”Assessing”Our”Students,”Assessing”
Ourselves.!St.!Paul,!MN:!DRI!Press.!
Honeyman,!C.,!Coben,!J.!&!Lee,!A.!WKM.!(Eds.)!(2013).!Educating”Negotiators”for”a”
Connected”World.!St.!Paul,!MN:!DRI!Press.!
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Books!can!be!obtained!from!Amazon.com!or!the!Dispute!Resolution!
Center,!Hamline!University!Law!School,!St.!Paul,!MN!
! http://law.hamline.edu/rethinkingNegotiation.html!
2.!!The!Negotiation!Journal!
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The!Negotiation!Journal!regularly!publishes!strong!applied!articles!on!
negotiation!(many!of!which!have!appeared!in!our!Readings!volume)!and!
periodically,!articles!and!special!issues!on!teaching!negotiation.!See,!for!example,!the!
January!2012!special!section!on!Teaching!Distributive!Bargaining.!Among!the!strong!
articles!are:!
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K!The!opening!essay!by!Michael!Wheeler!called!“Three!Cheers!for!Teaching!
Distributive!Bargaining,”!
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K!An!article!on!using!the!reputation!index!concept!(summarized!in!the!
Structuring!The!Negotiation!Course!section!of!this!Introduction).!C.f.!!
Nancy!Welsh,!“The!Reputation!Advantages!of!Demonstrating!
Trustworthiness:!Using!the!Reputation!Index!with!Law!Students.”!!Written!
in!a!law!school!context!but!applicable!to!all!negotiation!students.!
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3.!Book!chapter!on!‘The!Current!State!of!Teaching!Negotiation”!
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!Lewicki!has!completed!a!book!chapter,!“Teaching!Negotiation:!The!State!of!
the!Practice”,!in!N. Ashkenasy, R. Ayoko & K. Jehn, Handbook of Research in Conflict
Management, United Kingdom: Edward Elgar, 2014. For a preprint/reprint, contact R.
Lewicki at Lewicki_1@fisher.osu.edu.
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4.!Teaching!Negotiation:!Ideas!and!Innovations!
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A!volume!edited!by!Michael!Wheeler,!PON!Books,!500!Pound!Hall,!Harvard!
Law!School,!Cambridge,!MA!01238.!This!book!is!the!result!of!a!conference!
sponsored!by!the!Hewlett!Foundation!in!2000.!It!includes!past!articles!from!
Negotiation”Journal”and!many!of!the!new!papers!presented!at!the!conference.!
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5.!Other!Journals!
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Other!journals!continue!to!publish!occasional!articles!about!teaching!negotiation:!
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Negotiation!and!Conflict!Management!Research,!a!research!and!teaching!journal!
published!by!the!International!Association!of!Conflict!Management.!!
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Negotiation,!a!monthly!newsletter!published!by!the!Program!on!
Negotiation!at!Harvard!Law!School.!Contains!many!short!articles,!some!of!
which!will!appear!in!our!Readings”volume.!
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The!Journal!of!Management!Education,!published!by!Sage.!!Published!since!1975!
(formerly!as!Exchange),!this!journal!publishes!many!articles!on!methods,!strategies!
and!issues!in!experiential,!case!and!traditional!pedagogy!in!the!organizational!
behavior!field.!