Negotiation: Readings, Exercises, and Cases

Readings
Section 1
Negotiation Fundamentals
1.1Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg
1.2Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
1.3NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley
1.4The Negotiation Checklist by Tony Simons and Thomas Tripp
1.5NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero
1.6NEW! Closing Your Business Negotiations by Claude Cellich
1.7Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson
1.8Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
1.9NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius
1.10NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel
Section 2
Negotiation Subprocesses
2.1Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman.
2.2NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi
2.3NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter
2.4NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro
2.5Staying with No by Holly Weeks
2.6NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness
2.7Where Does Power Come From? by Jeffrey Pfeffer
2.8Harnessing the Science of Persuasion by Robert B. Cialdini
2.9NEW! 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
3.1Staying in the Game or Changing It: An Analysis of Moves and Turns in

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.