Negotiation

Bazerman3.2 NEW! The Soft Sell by Chuck Salter3.3 NEW! Bargaining in the Shadow of the Tribe by John H. Wade3.4 NEW! Four Strategies for Making Concessions by Deepak Malhotra3.5 The High Cost of Low Trust by Keith G. Allred3.6 NEW! Consequences of Principal and Agent by Jayne Seminare Docherty and Marcia Caton Campbell3.7 NEW! The Tension between Principals and Agents by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello3.8 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 Stuart3.10 The New Boss by Matt Bai3.11 NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations by Lisa Bracken3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter Section 4 Individual Differences4.1 Women Don't Ask by Linda Babcock and Sara Laschever4.2 NEW! Become a Master Negotiator by Michael Benoliel with Linda Cashdan4.3 Should You Be a Negotiator? by Ray Friedman and Bruce Barry Section 5 Negotiation across Cultures5.1 NEW! Culture and Negotiation by Jeanne M. Brett5.2 Intercultural Negotiation in International Business by Jeswald W. Salacuse5.3 American Strengths and Weaknesses by Tommy T. B. Koh Section 6 Resolving Differences6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia by Chris Huxham and Siv Vangen6.2 Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida by Bridget Booth and Matt McCredie6.3 Taking the Stress Out of Stressful Conversations by Holly Weeks6.4 Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" by Jeswald W. Salacuse6.5 NEW! Negotiating with Disordered People by Elizabeth L. Jeglic and Alexander A. Jeglic6.6 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander6.7 NEW! Investigative Negotiation by Deepak Malhotra and Max H. Bazerman Section 7 Summary7.1 Best Practices in Negotiation by Roy J. Lewicki, Bruce Barry, and David M. Saunders7.2 NEW! 'Getting Past Yes': Negotiating as if Implementation Mattered by Danny Ertel7.3 NEW! Seven Strategies for Negotiating Success by Max Messmer7.4 Six Habits of Merely Effective Negotiators by James K. Sebenius Exercises 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 Prunes10. Universal Computer Company 11. Twin Lakes Mining Company12. City of Tamarack13. Island Cruise14. Salary Negotiations15. Job Offer Negotiation: Joe Tech and Robust Routers16. The Employee Exit Interview17. NEW! Live818. NEW! Ridgecrest School Dispute19. Bestbooks/Paige Turner20. Strategic Moves and Turns21. Elmwood Hospital Dispute22. The Power Game23. Coalition Bargaining24. The Connecticut Valley School25. Bakery-Florist-Grocery26. The New House Negotiation27. NEW! The Buena Vista Condo28. Eurotechnologies, Inc.29. Third-Party Conflict Resolution30. NEW! AuraCall, Inc.31. 500 English Sentences32. Sick Leave33. Alpha-Beta34. NEW! Galactica SUV35. Bacchus Winery36. Collecting Nos37. NEW! A Team in Trouble Cases 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 Questionnaires 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) Appendix1. NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)