Power And Negotiation In Organizations: Readings, Cases And Exercises

1 Understanding the Importance of Relationships

Organizational Life: There Is More to Work Than Working

Stuart M. Schmidt

The Interdependence of Persons

Bertram H. Raven and Jeffrey Z. Rubin

CASE: Jerry and Dave

John P. Kotter

2 Gaining Power

The Effective Use of Powe

Robert C. Benfari, Harry E. Willkinson and Charles D. Orth

Power Dependence and Power Paradoxes in Bargaining

Samuel B. Bacharach, and Edward J. Lawler

On Bargaining Power

Russell Korobkin

The Power Paradox

Dacher Keltner

How—and Why—People Lose Power

Jeffrey Pfeffer

Case: The Boss of the Little Congress

Robert Caro

3 Planning for Negotiations

Getting Ready to Negotiate

Roy Lewicki and Alexander Hiam

Prologue: Prepare, Prepare, Prepare

William Ury

Team Negotiations Require a Team Approach

Thomas Wood

4 Knowing Yourself and Others

Become a Master Negotiator

Michael Benoliel and Linda Cashdan

The Personal Qualities That Bring Influence

Jeffrey Pfeffer

Reputations in Negotation

Catherine H. Tinsley, Jack J. Cambria, and Andrea Kupfer Schneider

Getting to Know Them: Analyzing Your Negotiation Counterpart

Deanna Geddes

Exercise: Profiles of Organizational Influence

David Kipnis and Stuart M. Schmidt

5 Negotiating Strategically

Negotiating Deals, Contracts, and Relationships

Jeswald W. Salacuse

Recognizing Distributive or Integrative Negotiation Opportunities in Marketing

Channels: The Conceptualization of Adaptive Negotiations

Jon M. Hawes and David E. Fleming

Are You Giving Away the Store?

Margaret A. Neale

Apple to Pay Artists After Taylor Swift Protest

John Jurgensen and Barbara Chai

Exercise: Intergroup Competition and Negotiations

Arthur Hochner

6 Communicating Effectively in Negotiations

Exchanging Information

G. Richard Shell

Communication as Changing the Negotiation Game

Linda L. Putnam

Crisis Intervention: Using Active Listening Skills in Negotiation

Gary W. Noesner and Mike Webster

Problem-Solving: Take the Lead

Douglas Stone, Bruce Patton, and Sheila Heen

7 Negotiating with Emotions

Emotions Are Powerful, Always Present, and Hard to Handle

Roger Fisher and Daniel Shapiro

Address the Concern, Not the Emotion

Roger Fisher and Daniel Shapiro

The Rationality of Rage

Matthew Hutson

8 Negotiating Ethically

The View from the Top: Successful Use of Power Corrupts How We See Those We Control

David Kipnis

Ethics in Negotiation: Oil and Water or Good Lubrication?

H. Joseph Reitz, James A. Wall, Jr., and Mary Sue Love

When Is It Legal to Lie in Negotiations?

G. Richard Shell

Case: The Family Reunion House Cost Split

Deanna Geddes

9 Using Third Parties

Taking a Broker to Arbitration

Tara Siegel Bernard

The Uses of Mediation

Lela P. Love and Joseph B. Stulberg

10 Negotiating Across Cultures

Negotiating: The Top Ten Ways That Culture Can Affect Your Negotiation

Jeswald W. Salacuse

The Importance of Culture and Bargaining in International Negotiations

Bruno S. Wengrowski

Social Intelligence: The Key to Intercultural Communication

Daniela Wawra

Negotiations, Chinese Style

Betsy Neidel