Negotiation: Readings, Exercises, and Cases

Negotiation: Readings, Exercises, and Cases

6th Edition | See Newer Edition

By Roy Lewicki and Bruce Barry and David Saunders

  • Copyright: 2010

  • Publication Date: Dec 11 2009

  • ISBN 10: 007353031X

  • ISBN 13: 9780073530314



Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and explores the major concepts and theories of the psych

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

  • Language: English – lower case

  • Imprint: Irwin/McGraw-Hill

  • Dimension: 7.3 x 9

  • Page Count: 720

New Features

  • The content of this edition is substantially new. Nearly half of the readings are new to this edition, and there are approximately ten new exercises and cases. Almost all exercises and cases have been revised and updated.
  • Easy to duplicate exercise material can be found in the Instructor’s Manual (IM). The IM for Negotiation: Readings, Exercises, and Cases 6e contains files that are designed to be printed, copied and handed out without the complications of re-formatting or re-typing, resulting in time-saving preparation.
  • The coordinated text (Negotiation 6e) and reader provides professors and students with a fully-integrated learning system.

Key Features

  • Exercises are streamlined and presented in a new format making it easier for the students to understand the concepts.
  • Full background information on how to design and teach a negotiation course is provided in the Instructor’s Manual.
  • Reproducible masters for debriefing most exercises and cases are located in the on-line IM.







Section 1

Negotiation Fundamentals

1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen

Table of Contents



Section 1

Negotiation Fundamentals

1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg

1.2 Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander

1.3 NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley

1.4 The Negotiation Checklist by Tony Simons and Thomas Tripp

1.5 NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero

1.6 NEW! Closing Your Business Negotiations by Claude Cellich

1.7 Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson

1.8 Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander

1.9 NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius

1.10 NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel

Section 2

Negotiation Subprocesses

2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame by Margaret A. Neale and Max H. Bazerman.

2.2 NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi

2.3 NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter

2.4 NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro

2.5 Staying with No by Holly Weeks

2.6 NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness

2.7 Where Does Power Come From? by Jeffrey Pfeffer

2.8 Harnessing the Science of Persuasion by Robert B. Cialdini

2.9 NEW! The Six Channels of Persuasion by G. Richard Shell

2.10 NEW! Negotiating With Liars by Robert S. Adler

2.11 NEW! Negotiation Ethics by Charles B. Craver

2.12 Three Schools of Bargaining Ethics by G. Richard Shell

2.13 NEW! A Painful Close by Leonard Greenhalgh

Section 3

Negotiation Contexts

3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation by Margaret A. Neale and Max H. Bazerman

3.2 NEW! The Soft Sell by Chuck Salter

3.3 NEW! Bargaining in the Shadow of the Tribe by John H. Wade

3.4 NEW! Four Strategies for Making Concessions by Deepak Malhotra

3.5 The High Cost of Low Trust by Keith G. Allred

3.6 NEW! Consequences of Principal and Agent by Jayne Seminare Docherty and Marcia Caton Campbell

3.7 NEW! The Tension between Principals and Agents by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello

3.8 When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal by James K. Sebenius.

3.9 NEW! This is Not a Game by Alix Stuart

3.10 The New Boss by Matt Bai

3.11 NEW! Can’t Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter

3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations by Lisa Bracken

3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter

Section 4

Individual Differences

4.1 Women Don’t Ask by Linda Babcock and Sara Laschever

4.2 NEW! Become a Master Negotiator by Michael Benoliel with Linda Cashdan

4.3 Should You Be a Negotiator? by Ray Friedman and Bruce Barry

Section 5

Negotiation across Cultures

5.1 NEW! Culture and Negotiation by Jeanne M. Brett

5.2 Intercultural Negotiation in International Business by Jeswald W. Salacuse

5.3 American Strengths and Weaknesses by Tommy T. B. Koh

Section 6

Resolving Differences

6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia by Chris Huxham and Siv Vangen

6.2 Taking Steps toward “Getting to Yes” at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie

6.3 Taking the Stress Out of Stressful Conversations by Holly Weeks

6.4 Renegotiating Existing Agreements: How to Deal with “Life Struggling against Form” by Jeswald W. Salacuse

6.5 NEW! Negotiating with Disordered People by Elizabeth L. Jeglic and Alexander A. Jeglic

6.6 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander

6.7 NEW! Investigative Negotiation by Deepak Malhotra and Max H. Bazerman

Section 7


7.1 Best Practices in Negotiation by Roy J. Lewicki, Bruce Barry, and David M. Saunders

7.2 NEW! ‘Getting Past Yes’: Negotiating as if Implementation Mattered by Danny Ertel

7.3 NEW! Seven Strategies for Negotiating Success by Max Messmer

7.4 Six Habits of Merely Effective Negotiators by James K. Sebenius


1. The Subjective Value Inventory (SVI)

2. Pemberton’s Dilemma

3. The Commons Dilemma

4. The Used Car

5. Knight Engines/Excalibur Engine Parts

6. GTechnica—AccelMedia

7. NEW! Toyonda

8. Planning for Negotiations

9. The Pakistani Prunes

10. Universal Computer Company

11. Twin Lakes Mining Company

12. City of Tamarack

13. Island Cruise

14. Salary Negotiations

15. Job Offer Negotiation: Joe Tech and Robust Routers

16. The Employee Exit Interview

17. NEW! Live8

18. NEW! Ridgecrest School Dispute

19. Bestbooks/Paige Turner

20. Strategic Moves and Turns

21. Elmwood Hospital Dispute

22. The Power Game

23. Coalition Bargaining

24. The Connecticut Valley School

25. Bakery—Florist—Grocery

26. The New House Negotiation

27. NEW! The Buena Vista Condo

28. Eurotechnologies, Inc.

29. Third-Party Conflict Resolution

30. NEW! AuraCall, Inc.

31. 500 English Sentences

32. Sick Leave

33. Alpha—Beta

34. NEW! Galactica SUV

35. Bacchus Winery

36. Collecting Nos

37. NEW! A Team in Trouble


1. Capital Mortgage Insurance Corporation (A)

2. Pacific Oil Company (A)

3. NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)

5. NEW! Bargaining Strategy in Major League Baseball

6. Midwestern: Contemporary Art

7. 500 English Sentences

8. Sick Leave


1. The Personal Bargaining Inventory

2. The SINS II Scale

3. NEW! Six Channels Survey

4. The Trust Scale

5. Communication Competence Scale

6. NEW! Cultural Intelligence (CQS)


1. NEW! Negotiating on Thin Ice: The 2004—2005 NHL Dispute (B)



About the Authors

Roy Lewicki

Roy J. Lewicki is the Dean's Distinguished Teaching Professor 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 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. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

Bruce Barry

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

David Saunders

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.