Power and Negotiation in Organizations : Readings, Cases, And Exercises 2nd edition (9780787277215) - Textbooks.com Skip to main content
Ship-Ship-Hooray! Free Shipping on $25+ View Details about Free Shipping >
Power and Negotiation in Organizations : Readings, Cases, And Exercises

Power and Negotiation in Organizations : Readings, Cases, And Exercises - 2nd edition

Power and Negotiation in Organizations : Readings, Cases, And Exercises - 2nd edition

ISBN13: 9780787277215

ISBN10: 0787277215

Power and Negotiation in Organizations : Readings, Cases, And Exercises by Stuart Schmidt, Deanna Geddes and Arthur Hochner - ISBN 9780787277215
Edition: 2ND 01
Copyright: 2001
Publisher: Kendall/Hunt Pub. Co.
Published:
International: No
Power and Negotiation in Organizations : Readings, Cases, And Exercises by Stuart Schmidt, Deanna Geddes and Arthur Hochner - ISBN 9780787277215

ISBN13: 9780787277215

ISBN10: 0787277215

Available in the Marketplace starting at $1.99 Hide Marketplace
Filter by: All ()  |  New ()  |  Like New ()  |  Very Good ()  |  Good ()  |  Acceptable ()
Price Condition Seller Comments

Other Editions of Power and Negotiation in Organizations : Readings, Cases, And Exercises


Shop Us With Confidence

Table of Contents

Table of Contents

1 - The Reality of Organizational Life
Organizational Life: There Is More to Work Than Working 3
Stuart M. Schmidt
Managing Your Career: You Have to Negotiate for Everything in Life, so Get Good at It 7
Hal Lancaster
How I Learned to Stop Worrying and Love Negotiating 9
Marjory Williams
The Manager as Negotiator 13
David A. Lax and James K. Sebenius
How to Get Them to Show You the Money 31
Alan M. Webber
Instrument: Bargaining Confidence Inventory 39
Deanna Geddes
Talk-the-Talk: Organizational Politics 41
Talk-the-Talk: Organizational Reality and Negotiation 43
Case: Jerry and Dave 45
John P. Kotter
Case: The Anatomy of a Small-Screen Meltdown 51
Kyle Pope and Bruce Orwall

2 - Sources of Power
The Interdependence of Persons 59
Bertram H. Raven and Jeffrey X. Rubin
Power Dependence and Power Paradoxes in Bargaining 73
Samuel B. Bacharach and Edward J. Lawler
The Bases of Social Power 81
John R. P. French and Bertram H. Raven
Who Gets Power-and How They Hold on to It: A Strategic-Contingency Model of Power 89
Gerald R. Salancik and Jeffrey Pfeffer
The View from the Top: Successful Use of Power Corrupts How We See Those We Control 105
David Kipnis
Talk-the-Talk: Power Bases 111
Talk-the-Talk: Abusing Power 113
Case: Jerry Cutler 115
John P. Kotter
Case: Coup at Goldman 119
Multiple authors

3 - Conflict Issues
SMR Forum: Managing Conflict 129
Leonard Greenhalgh
Pulling Together Can Resolve Conflict 137
Patricia M. Fernberg
How to Design a Conflict Management Procedure That Fits Your Dispute 143
Danny Ertel
Personal Profile of Conflict Predispositions, Strategies, and Tactics 161
Pamela Shockley-Zalabak
Case: Vera Trumps The Donald in the Fine Art of the Deal 165
G. Richard Shell
Exercise: Intergroup Competition and Negotiations 169
Arthur Hochner

4 - Participants in the Process
Self-Assessment
Motivation for Power 173
David Kipnis
Do Nice Guys Finish Last? 185
Bruce Barry, Raymond A. Friedman, and Simon T. Tidd
The Role of Personality in Successful Negotiating 191
Roderick W. Gilkey and Leonard Greenhalgh
The Emotional Path to Success 203
Craig Lambert
Instrument: Negotiator Sensitivity Scale 211
Asha Rao and Stuart M. Schmidt
Instrument: What's Your EQ at Work? 213
A. Fisher
Talk-the-Talk: Personal Attributes and Negotiation 215
Case: Private Sector: Behind the Labor Peace at Ford 217
Keith Bradsher
Assessing Others
Negotiator Cognition 221
Max Bazerman
Her Place at the Table: Gender and Negotiation 233
Deborah Kolb
Getting to Know Them: Analyzing Your Negotiation Counterpart 241
Deanna Geddes
Developing Trust in Negotiation 245
R. E. Fells
Instrument: The Trusting Behavior Survey 255
Steven C. Currall
Talk-the-Talk: Risk and Trust 259
Case: UPS's Early Missteps in Assessing the Teamsters Help Explain How Union Won Gains in Fight 261
Douglas A. Blackmon and Glenn Burkins
International and Cultural Factors
Breaking Away from Subtle Biases 267
J. William Breslin
Negotiating with Romans-Part 1 271
Stephen E. Weiss
How Location Impacts International Business Negotiations 287
Jackie Mayfield, Milton Mayfield, Drew Martin, and Paul Herbig
Talk-the-Talk: Cultural Issues Surrounding Negotiation 293
Case: A Deft Maestro Who Got Ulster to Harmonize: Acrimony No Match for Infectious Serenity 295
Warren Hoge
Exercise: Kochi Nuts 301
Arthur Hochner

5 - Preparing for Negotiations
Preparing for Negotiation 305
Gerald I. Nierenberg
The Art of the Deal: Don't Settle for Less When You Negotiate 315
Jeff Slutsky and Marc Slutsky
Consider Both Relationships and Substance When Negotiating Strategically 319
Grant T. Savage, John D. Blair, and Ritch L. Sorenson
Joint Venture Formation: Planning and Knowledge-Gathering for Success 335
Andrew C. Inkpen and Kou-Qing Li
Talk-the-Talk: Preparation 349
Talk-the-Talk: Are We Ready? 351
Exercise: Preparation for an Upcoming Negotiation 353
Deanna Geddes

6 - Competitive and Cooperative Strategies
Strategies and Tactics of Distributive Bargaining 357
Richard E. Walton and Robert B. McKersie
Negotiation Techniques 373
Charles B. Craver
The Case Against Winning in Negotiations 381
Leonard Greenhalgh
How Can I Win If You Don't Lose? 387
Judith Knelman
Turning Negotiation into a Corporate Capability 391
Danny Ertel
How Mediation Works 403
Christopher W. Moore
Talk-the-Talk: What Is Your Strategy? 421
Talk-the-Talk: Win-Lose Mentalities and Mediation Assistance 423
Case: The Seller 425
Christopher Caggiano
Exercise: Merger Negotiations 431
Steven C. Currall

7 - Bargaining Tactics and Ethical Considerations
An Influence Perspective on Bargaining within Organizations 437
David Kipnis and Stuart M. Schmidt
But I'm Not a Funny Person...The Use of Humor in Dispute Resolution 447
Karen N. King
To Tell the Truth, It's Hard to Spot a Liar 451
Erica Goode
When Is it Legal to Lie in Negotiations? 455
G. Richard Shell
Three Schools of Bargaining Ethics 465
G. Richard Shell
The Ethics of Organizational Politics 471
Gerald F. Cavanaugh, Dennis J. Moberg, and Manuel Velasquez
Instrument: Profiles of Organizational Influence 485
David Kipnis and Stuart M. Schmidt
Instrument: Ethical Tactics 493
Roy Lewicki and Joseph Utterer
Talk-the-Talk: Ethical Tactics 495
Talk-the-Talk: Power Plays 497
Talk-the-Talk: Tactical Considerations 499
Case: Heaven Help Her 501
Alexander D. Hill, Arthur Andersen and Co.
Case: Price of Joining Old and New Was Core Issue in AOL Deal 505
Steve Lohr and Laura M. Rolson

8 - Communicating in Negotiation
Communications: The Problem Solving Process 513
George Strauss and Leonard Sayles
Listening Skills 525
David Acker
Six Basic Interpersonal Skills for a Negotiator's Repertoire 531
Roger Fisher and Wayne R. Davis
Breaking the Bonds of Reciprocity in Negotiations 535
Jeanne M. Brett, Debra L. Shapiro, and Anne L. Lytle
How Do I Talk with These People? 555
Lennie Copeland and Lewis Griggs
Instrument: Interpersonal Communication Inventory 569
Millard J. Bienvenue, Sr.
Talk-the-Talk: Developing Communication Skills 577
Talk-the-Talk: Talking with Them 579
Exercise: The Power of Four-Letter Words 581
Arthur Hochner

Other Editions of Power and Negotiation in Organizations : Readings, Cases, And Exercises

Power and Negotiation in Organizations : Readings, Cases and Exercises by Stuart M. Schmidt - ISBN 9780757549236