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Readings Section 1 Negotiation Fundamentals 1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power William L. Ury and Jeanne M. Brett and Stephen B. Goldberg 1.2 Selecting a Strategy Roy J. Lewicki and Alexander Hiam and Karen W. Olander 1.3 NEW! Balancing Act: How to Manage Negotiation Tensions Susan Hackley 1.4 The Negotiation Checklist Tony Simons and Thomas Tripp 1.5 NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions Gerard I. Nierenberg and Henry H. Calero 1.6 NEW! Closing Your Business Negotiations Claude Cellich 1.7 Defusing the Exploding Offer: The Farpoint Gambit Robert J. Robinson 1.8 Implementing a Collaborative Strategy Roy J. Lewicki and Alexander Hiam and Karen W. Olander 1.9 NEW! Solve Joint Problems to Create and Claim Value David A. Lax and James K. Sebenius 1.10 NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone Matt Richtel Section 2 Negotiation Subprocesses 2.1 Negotiating Rationally: The Power and Impact of the NegotiatorâÇÖs Frame Margaret A. Neale and Max H. Bazerman 2.2 NEW! Managers and Their Not-So Rational Decisions S. Trevis Certo and Brian L. Connelly and Laszlo Tihanyi 2.3 NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter 2.4 NEW! Untapped Power: Emotions in Negotiation Daniel L. Shapiro 2.5 Staying with No by Holly Weeks 2.6 NEW! Risks of E-Mail Anita D. Bhappu and Zoe I. Barsness 2.7 Where Does Power Come From? Jeffrey Pfeffer 2.8 Harnessing the Science of Persuasion Robert B. Cialdini 2.9 NEW! The Six Channels of Persuasion G. Richard Shell 2.10 NEW! Negotiating With Liars Robert S. Adler 2.11 NEW! Negotiation Ethics Charles B. Craver 2.12 Three Schools of Bargaining Ethics G. Richard Shell 2.13 NEW! A Painful Close Leonard Greenhalgh Section 3 Negotiation Contexts 3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation Margaret A. Neale and Max H. Bazerman 3.2 NEW! The Soft Sell Chuck Salter 3.3 NEW! Bargaining in the Shadow of the Tribe John H. Wade 3.4 NEW! Four Strategies for Making Concessions Deepak Malhotra 3.5 The High Cost of Low Trust Keith G. Allred 3.6 NEW! Consequences of Principal and Agent Jayne Seminare Docherty and Marcia Caton Campbell 3.7 NEW! The Tension between Principals and Agents Robert H. Mnookin and Scott R. Peppet and Andrew S. Tulumello 3.8 When a Contract IsnâÇÖt Enough: How to Be Sure Your Agent Gets You the Best Deal James K. Sebenius 3.9 NEW! This is Not a Game Alix Stuart 3.10 The New Boss Matt Bai 3.11 NEW! CanâÇÖt Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter 3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations Lisa Bracken 3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter Section 4 Individual Differences 4.1 Women DonâÇÖt Ask Linda Babcock and Sara Laschever 4.2 NEW! Become a Master Negotiator Michael Benoliel and Linda Cashdan 4.3 Should You Be a Negotiator? Ray Friedman and Bruce Barry Section 5 Negotiation across Cultures 5.1 NEW! Culture and Negotiation Jeanne M. Brett 5.2 Intercultural Negotiation in International Business Jeswald W. Salacuse 5.3 American Strengths and Weaknesses Tommy T. B. Koh Section 6 Resolving Differences 6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia Chris Huxham and Siv Vangen 6.2 Taking Steps toward âÇ£Getting to YesâÇ at Blue Cross and Blue Shield of Florida Bridget Booth and Matt McCredie 6.3 Taking the Stress Out of Stressful Conversations Holly Weeks 6.4 Renegotiating Existing Agreements: How to Deal with âÇ£Life Struggling against FormâÇ Jeswald W. Salacuse 6.5 NEW! Negotiating with Disordered People Elizabeth L. Jeglic and Alexander A. Jeglic 6.6 When and How to Use Third-Party Help Roy J. Lewicki and Alexander Hiam and Karen W. Olander 6.7 NEW! Investigative Negotiation Deepak Malhotra and Max H. Bazerman Section 7 Summary 7.1 Best Practices in Negotiation Roy J. Lewicki and Bruce Barry and David M. Saunders 7.2 NEW! âÇ Getting Past YesâÇÖ: Negotiating as if Implementation Mattered Danny Ertel 7.3 NEW! Seven Strategies for Negotiating Success Max Messmer 7.4 Six Habits of Merely Effective Negotiators James K. Sebenius Exercises 1 The Subjective Value Inventory (SVI) 2 PembertonâÇÖs 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 Prunes 10 Universal Computer Company 11 Twin Lakes Mining Company 12 City of Tamarack 13 Island Cruise 14 Salary Negotiations 15 Job Offer Negotiation: Joe Tech and Robust Routers 16 The Employee Exit Interview 17 NEW! Live8 18 NEW! Ridgecrest School Dispute 19 Bestbooks/Paige Turner 20 Strategic Moves and Turns 21 Elmwood Hospital Dispute 22 The Power Game 23 Coalition Bargaining 24 The Connecticut Valley School 25 Bakery--Florist--Grocery 26 The New House Negotiation 27 NEW! The Buena Vista Condo 28 Eurotechnologies, Inc 29 Third-Party Conflict Resolution 30 NEW! AuraCall, Inc 31 500 English Sentences 32 Sick Leave 33 Alpha--Beta 34 NEW! Galactica SUV 35 Bacchus Winery 36 Collecting Nos 37 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) Appendix 1 NEW! Negotiating on Thin Ice: The 2004--2005 NHL Dispute (B)