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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!!
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!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!
eliminated,!while!some!of!the!included!ones!have!been!reduced!in!size!and!scope.!If!there!
are!chapters!from!the!full!Negotiation!text!that!you!wish!to!include!for!your!course,!contact!
your!McGraw!HillHIrwin!representative!to!help!you!prepare!a!custom!text!through!CREATE&
(see!below).!!
!
!The!first!five!chapters!introduce!the!reader!to!negotiation!fundamentals.!Chapter!1!
introduces!the!field!of!negotiation!and!conflict!management,!describes!the!basic!elements!of!
interdependence!with!other!people,!and!briefly!explores!the!challenges!of!managing!that!
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interdependence.!Chapters!2!and!3!then!present!the!two!core!strategic!approaches!to!
negotiation:!the!basic!dynamics!of!competitive!(winHlose)!bargaining!(Chapter!2)!and!the!
basic!dynamics!of!integrative!(winHwin)!negotiation!(Chapter!3).!Chapter!4!describes!the!
fundamental!prework!that!negotiators!must!do!to!get!ready!for!a!negotiation:!selecting!the!
strategy,!defining!negotiation!objectives,!and!planning!the!steps!one!will!pursue!to!achieve!
those!objectives.!These!four!chapters!were!reproduced!almost!100%!from!the!full!text.!
Finally,!in!Chapter!5,!we!examine!the!ethical!standards!and!criteria!that!surround!
negotiation.!The!effective!negotiator!must!recognize!when!ethical!questions!are!relevant!
and!what!factors!must!be!considered!to!address!them!effectively.!This!chapter!was!only!
minimally!reduced!from!its!full!version!in!the!text.!
!The!next!three!chapters!describe!the!fundamental!psychological!subHprocesses!of!
negotiation:!perception,!cognition,!emotion,!communication,!and!power.!In!Chapter!6,!we!
review!the!basic!processes!of!perception,!cognition!and!emotion!in!negotiation;!we!
specifically!examine!common!cognitive!and!judgment!biases!made!by!negotiators,!and!how!
emotion!can!affect!negotiations.!In!Chapter!7,!we!examine!communication!dynamics.!We!
look!at!the!ways!that!negotiators!communicate!their!interests,!positions!and!goals,!and!how!
this!information!is!communicated!to!the!other.!!Chapter!8!focuses!on!power.!!We!look!at!the!
capabilities!negotiators!can!muster!power!to!pressure!the!other!side,!so!as!to!change!his!or!
her!perspective!or!give!in!to!our!arguments.!!
!The!next!three!chapters!examine!the!social!contexts!in!which!these!negotiations!
occur,!and!which!also!therefore!influence!how!they!evolve.!In!Chapter!9,!we!examine!how!
the!negotiation!process!changes!when!the!parties!have!an!established!relationship!with!
each!other,!and!how!the!type!of!relationship!affects!the!negotiation!process.!We!also!
examine!the!key!roles!played!by!trust,!justice!and!negotiator!reputation!in!shaping!
negotiations..!In!Chapter!10,!we!look!at!multiparty!negotiations,!when!multiple!individuals!
must!work!as!a!group,!team!or!task!force!to!solve!a!complex!problem!or!make!a!decision.!
Finally,!in!Chapter!11,!we!attempt!to!clarify!how!international!and!crossHcultural!differences!
can!shape!the!diverse!ways!that!parties!approach!negotiations.!
!In!the!last!chapter!(12),!we!present!a!new!concluding!chapter,!summarizing!the!
book’s!content!and!offering!ten!basic!“takeHaway”!principles!for!all!negotiators.!
!
!In!this!Sixth!edition!of!Essentials,!the!following!changes!have!also!been!made:!
!
! Again,!the!layout!of!the!book!has!been!improved.!We!have!tried!to!add!more!
white!space,!a!wider!trim!size!with!wider!margins,!and!more!readable!charts!
and!figures.!
! Learning!objectives!have!been!added!to!each!chapter.!
! The!content!of!the!book!has!been!revised!and!updated.!Every!chapter!was!
reviewed!by!the!authors,!based!on!extensive!feedback!from!faculty!who!have!
used!previous!editions.!While!the!content!may!look!very!similar!to!previous!
editions,!recent!theory!and!research!studies!have!been!incorporated!as!
appropriate.!!
! In!our!continued!effort!to!enhance!the!book’s!readability,!we!have!also!updated!
and!revised!many!of!the!‘boxes’!and!cartoons!that!offer!realHlife!perspectives!on!
negotiation!dynamics.!
! As!noted!earlier,!the!structure!of!this!book!allows!the!user!to!match!chapters!
with!revised!readings!and!classroom!activities!book!in!Negotiation:1Readings,11
Exercises1and1Cases,!by!Lewicki,!Saunders!and!Barry!and!Saunders!(7thth!
edition,!2015),!also!published!by!McGraw!Hill.!!This!text!and!reader!can!be!used!
together,!or!separately.!A!matrix!that!can!help!you!coordinate!Essentials1
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chapters!with!Readings,1Cases1and1Exercises!has!been!placed!on!this!website.!
We!encourage!instructors!to!contact!their!local!McGraw!Hill!Higher!Education!
representative!for!an!examination!copy!(call!800H634H3963,!or!visit!the!Web!site!
at!www.mhhe.com).!!
!!
Custom!Books!
!
You!should!know!that!through!Create,!McGraw!Hill’s!custom!publishing!service,!instructors!
can!build!a!text!to!tailor!to!individual!course!needs,!incorporating!materials!from!the!three!
texts!in!this!series.!Create1allows!instructors!to!customize!teaching!resources!to!match!the!
way!you!teach!!With!McGraw!Hill!Create,!www.mcgrawhillcreate.com,!you!can!easily!
rearrange!chapters;!combine!material!from!other!content!sources;!and!quickly!upload!
content!you!have!written,!like!your!course!syllabus!or!teaching!notes.!Contact!Create!to!use!
these!materials!in!a!way!that!matches!your!preferred!approach!for!teaching!negotiation!
skills.!!
!
! In!the!near!future,!McGrawHHill!will!also!feature!ExpressBooks!on!negotiation.!
Also!available!on!Create,!these!volumes!will!include!a!collection!of!preHselected!
chapters,!role!plays!and!cases!to!serve!as!a!starting!point!to!help!you!quickly!and!
easily!build!your!own!textbook!for!a!quarterHlength,!semester!length!or!short!
negotiation!course.!!!
! Finally!the!authors!are!pleased!to!announce!a!partnership!between!the!books!in!
this!series!and!ExpertNegotiator,!a!comprehensive!online!negotiation!planning!
tool,!coaching!system!and!course!management!system.!The!tools!embedded!in!
ExpertNegotiator!have!been!developed!to!match!the!Lewicki!et.!al.!language!and!
tools!for!negotiation!planning,!and!the!website!can!be!used!as!a!complete!course!
management!system,!including!embedding!role!play!information,!pairing!
students!for!role!plays,!and!embedding!other!content!used!in!your!course.!Go!to!
ExpertNegotiator.com!to!learn!more!about!this!system,!and!contact!xxx!to!
learn!about!how!your!students!can!purchase!a!oneHyear!subscription!to!
ExpertNegotiator!for!your!course!and!for!their!future!use!after!the!course!has!
been!completed.!!!!
!
Using!This!Website:!
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!This!website!contains!many!elements!that!we!hope!will!assist!you!in!teaching!your!
course:!1
!
1. An!‘ancient’!(but!for!the!novice!negotiation!teacher,!still!useful)!article!prepared!by!Roy!
Lewicki!and!original!published!in!the!Negotiation!Journal,!on!Challenges1of1Teaching1
Negotiation.!This!article!comments!on!some!of!the!unique!challenges!and!difficulties!of!
teaching!courses!on!negotiation!and!dispute!resolution.!!For!the!instructor!
inexperienced!in!teaching!in!this!field,!this!reading!is!strongly!suggested.!
!
2. Guidelines!for!Structuring1a1Negotiation1Course.!!There!is!no!one!way!to!teach!this!
course.!!In!fact,!we!never!fail!to!be!impressed!by!the!new!and!creative!ways!that!
instructors!find!to!use!and!adapt!experiential!materials!(and!accompanying!cases,!
graded!exercises!and!papers,!etc.).!We!have!included!sample!course!outlines,!as!well!as!
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a!cross!listing!of!the!sections!of!the!readings!with!the!exercises!and!cases,!so!that!
instructors!may!pick!and!choose!topical!headings!with!appropriate!cases!and!roleHplay!
scenarios.!
!
3. Information!on!ExpertNegotiator.!
!
4. A!list!of!Additional!Resource!Materials!available!for!teaching!negotiation!courses.!!
!
5. A!matrix!that!will!help!you!coordinate!Essentials!with!activities!from!Readings,1
Exercises1and1Cases.!!
!
6. Summary!Outlines!of!the!12!chapters!in!the!Essentials1of1Negotiation!text.!!
!
7. Power!Point!slides!for!each!of!the!Essentials!chapters!
!
8. A!test!bank,!composed!of!several!variations!of!multiple!choice!questions,!for!each!of!the!
textbook!chapters.!
!
Enjoy!!!And!please!contact!us!with!your!questions,!concerns,!and!suggestions!for!future!
editions.!
!
Contact1the1Authors:1
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!We!hope!the!materials!in!these!volumes!serve!you!well.!!We!would!be!pleased!to!
receive!any!feedback,!suggestions!and!corrections!that!you!have,!or!to!answer!any!questions!
that!come!up!as!you!use!these!materials.!!Please!don't!hesitate!to!contact!us,!and!let!us!know!
how!these!materials!work!in!your!own!organization!or!university.!
!
Roy!J.!Lewicki!
Max!M.!Fisher!College!of!Business!
The!Ohio!State!University!
2100!Neil!Avenue!
Columbus,!OH!43210!
Phone:!614H292H0258!
Email:!Lewicki_1@fisher.osu.edu!
!
David!M.!Saunders!
School!of!Business!
Queens!University!
143!Union!Street!
Kingston,!Ontario!K7L!3N6!
Phone:!613H533H2305!
Email:!DSaunders@business.queensu.ca!
!
!
!
!
!
!
Bruce!Barry!
Owen!Graduate!School!of!
Management!
Vanderbilt!University!
401!21st!Avenue!South!
Nashville,!TN!!37203!
Phone:!!615H322H3489!!
Email:!
bruce.barry@vanderbilt.edu
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