Negotiation: Readings, Exercises, and Cases [Paperback]

Roy Lewicki (Author), Bruce Barry (Author), David Saunders (Author)

Book Description

ISBN-10: 0072973102 | ISBN-13: 978-0072973105 | Publication Date: February 15, 2006 | Edition: 5

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Editorial Reviews

About the Author

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

Bruce Barry is a professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, ethics, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division.

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

Product Details

• Paperback: 720 pages
• Publisher: McGraw-Hill/Irwin; 5 edition (February 15, 2006)
• Language: English
• ISBN-10: 0072973102
• ISBN-13: 978-0072973105
• Product Dimensions: 9.1 x 7.3 x 1.2 inches
• Shipping Weight: 2.2 pounds
• Average Customer Review: 3.9 out of 5 stars  See all reviews (15 customer reviews)
• Amazon Best Sellers Rank: #104,041 in Books (See Top 100 in Books)
  • #98 in Books > Business & Investing > Management & Leadership > Negotiating

Customer Reviews

Most Helpful Customer Reviews

32 of 32 people found the following review helpful:

5.0 out of 5 stars Comprehensive collection of articles and exercises., July 23, 1998

By A Customer

This review is from: Negotiation: Readings, Cases, and Exercises (Paperback)

This falls between the average "how to" and academic journal type articles. Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation. Nearly all the authorities in organizational behavior and negotiation are included here. Nice variety of approaches to the subject. Exercises cover the range and include material on natural environment and on international negotiation. International material needs more, but gives good beginning frameworks. Exercises need teacher's manual (forthcoming?).

39 of 43 people found the following review helpful:

2.0 out of 5 stars Academic, June 23, 2000

By A Customer

This review is from: Negotiation: Readings, Cases, and Exercises (Paperback)

The articles in this book are great reading. They provide thoughtful insite on many different topics. The cases, however, are completely useless without the instructors' manual. As best I can tell, the instructors' manual is not available for purchase unless you are using this book for a class. Therefore, in my opinion, this book is a poor value outside the academic world.

10 of 10 people found the following review helpful:

5.0 out of 5 stars Teaching Review, February 28, 2006

By 

John Baxter "jb" (Chicago, Illinois) - See all my reviews
(REAL NAME)   

This review is from: Negotiation: Readings, Exercises, and Cases (Paperback)

The text from Lewicki, Barry, and Saunders is the most complete - and comprehensive - compilation of articles, cases, and exercises I've found in my teaching Negotiations at college, University, and corporate business.
The authors/editors have selected excellent articles from some of the foremost writers on Negotiation ... and coupled them with cases which highlight what you've just read. I have recommended it to friends, and continute to select it for graduate level courses in Negotiations. My students like the text, and plan to keep it on their shelves (rather than sell it back to the bookstore).