Business Communication - McGraw-Hill Books

International EditionNegotiationNEWESSENTIALS OF NEGOTIATION4th EditionBy Roy J. Lewicki, Ohio State University, David M. Saunders,University of Calgary, Bruce Barry, Vanderbilt University — Nashvilleand John W. Minton, Havatar Associates2007 (April 2006) / 288 pagesISBN-13: 978-0-07-310276-4 / MHID: 0-07-310276-8ISBN-13: 978-0-07-125427-4 / MHID: 0-07-125427-7 [IE]ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivativefrom the main text, NEGOTIATION, 5e. It explores themajor concepts and theories of the psychology of bargainingand negotiation, and the dynamics of interpersonal and intergroupconflict and its resolution. Fourteen of the 20 chaptersfrom the main text have been included (about half have beenshortened by about 1/3) for this volume. Chapters are shortenedby removing more ‘academic’ material and some of the boxes.This effectively leaves the message and theories of negotiationintact.NEW TO THIS EDITION• All chapters have been revised from the 3rd edition of Essentials ofNegotiation. New chapters from Negotiation, 5e have also been added(on communication, influence, negotiation in relationships, and teams)to reflect the revision of Negotiation, 5e.A brand new summary chapter on Best Practices in Negotiation. Inthis chapter, the author team offers their words of wisdom gatheredfrom years of experience in negotiation. It is constructed around tenbest practices:1) Be Prepared2) Diagnose the fundamental structure of the negotiation3) Work the BANTA4) Be willing to walk away5) Master paradoxes6) Remember the intangibles7) Actively manage coalitions8) Savor and protect your reputation9) Remember that rationality and fairness are relative10) continue to learn from the experienceUp to date research to support the key points of each chapter. Two ofthe best examples of this research are found in chapters 8 (on Influence)and 10 (on Relationships). Both are new practices in negotiations. Theentire Negotiation line is based around up-to-date coverage of the researchfield. This form of presentation is far more comprehensive andauthoritative than a trade book (which comprises the majority of thecompetition). Completely revised instructor’s manual featuring a newTest Bank chapter outlines and PowerPoints. This edition is designed tobe more closely coordinated with the Negotiation: Readings, Exercisesand Cases text. -The Readings in REC are now aggregated to matchNegotiation, 5e part for part. This lends itself to the Essentials text as itis a more concise version of the main text.FEATURES• Expanded sections on framing dynamics and on the planning process.How parties frame the conflict, and how they prepare for negotiation,have been demonstrated as essential for understanding how a disputeevolves.• Revised chapters on integrative negotiation, cognitive biases, power,ethics in negotiation, and processes by which negotiating parties canresolve their own disputes.• With the low cost and short length of Essentials, it makes a greatpackage with Negotiation: Readings, Cases and Exercises.• The text explores major concepts and theories of bargaining andnegotiation in a succinct format. It is relevant to the broad spectrum ofnegotiation problems that are traditionally faced by mangers.• The full chapter on the Nature of Negotiation (chapter 1) provides animportant overview and introduction to the topic of negotiation.• Application Boxes and cartoons make the text more enjoyable andreadable.CONTENTSChapter 1 – The Nature of Negotiation. Chapter 2 – Strategy and Tacticsof Distributive Bargaining. Chapter 3 – Strategy and Tactics of IntegrativeNegotiation. Chapter 4 – Negotiation, Strategy and Planning. Chapter5 – Perception, Cognition and Emotion. Chapter 6 – Communication.Chapter 7 – Finding and Using Negotiation Power. Chapter 8 – Influence.Chapter 9 – Ethics in Negotiation. Chapter 10 – Relationshipsin negotiation. Chapter 11 – Multiple Parties and Teams. Chapter 12– International and Cross-cultural Negotiation. Chapter 13 – ManagingNegotiation Impasses. Chapter 14 – Best Practices in NegotiationInternational EditionManagementNEWNEGOTIATIONReadings, Exercises and Cases, 5th EditionBy Roy Lewicki, Ohio State University, David Saunders, University ofCalgary, John Minton, Pfeiffer University and Bruce Barry,Vanderbilt University2007 (February 2006) / 768 pagesISBN-13: 978-0-07-297310-5 / MHID: 0-07-297310-2ISBN-13: 978-0-07-125428-1 / MHID: 0-07-125428-5 [IE]Negotiation is a critical skill needed for effective management.NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takesan experiential approach and explores the major concepts andtheories of the psychology of bargaining and negotiation, andthe dynamics of interpersonal and inter-group conflict and itsresolution. It is relevant to a broad spectrum of managementstudents, not only human resource management or industrialrelations candidates. It contains approximately 50 readings, 32exercises, 9 cases and 5 questionnaires.NEW TO THIS EDITION• The Readings section has been updated with about 40% NEWreadings.-New readings are included on preparation for negotiation, collaborativestrategy, persuasion, negotiator ethics, trust, negotiation by agents,gender and negotiation, cross-cultural negotiation and dealing with“problem” opponents.• There is about 30% NEW content in the Role Play, Questionnaireand Cases sections.-The Questionnaires are designed as self-assessment activities coveringtopics such as: Trust, Ethics, Communication Competence and more. Allof these topics relate back to negotiation skills and practices.• This edition is designed to be more closely coordinated with theEssentials version of this text.-The Readings are now aggregated to match a completely reorganizedNegotiation, 5e textbook, part for part. This organization also lendsitself to the revised 4e Essentials text, as it is a more concise versionof the main text.FEATURES• Exercises are streamlined and presented in a new format making iteasier for the students to understand the concepts.97HED 2007 Management.indd 9710/5/2006 1:24:26 PM