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Text: Negotiations – By Roy J. Lewicki, David
M. Saunders and Bruce Barry
Publisher: Thomson South-WesternMcGraw-Hill Irwin
ISBN/Copyright: 0-32431-866-9 ©2005 - www.mhhe.com
Text: Getting Past No By William Ury
Course Description: This course covers the development
of international negotiations.
The main goal is to study the fundamentals of international negotiations
and the effect of cultural differences among regions of the world in
communication processes. We will review also the importance of cross-cultural
communication for international the negotiation processes and for the
development of multinational companies.
Email to email@example.com
Roy Lewicki, Ohio State University
David M Saunders, Queen's University
Bruce Barry, Vanderbilt University
Copyright year: 2006
Negotiation is a critical skill in management, law, and public administration.
As the leaders in negotiation education, Lewicki, Barry, and Saunders
have a book that will fit with your teaching needs and approach.
Negotiation 5/e is our comprehensive text – a guide to major
concepts and theories of negotiation, the psychology of bargaining,
and the dynamics of interpersonal and intergroup conflict and resolution.
The fifth edition adds numerous improvements, among them shorter, more
numerous chapters for added instructional flexibility, and a new user-friendly
design. All chapters are updated to reflect the latest research findings
in negotiation and conflict management, and supplemented with boxes
and examples providing real-life perspectives on negotiation dynamics.
Exam in Word Format
Exam in Word Format
Exam in Word Format
and Final Exam in Word Format
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Course Outline and PowerPoint Presentations
Table of Contents
Chapter 01 PowerPoint - The Nature of
Chapter 02 PowerPoint - Strategy and Tactics
of Distributive Bargaining
Chapter 03 PowerPoint - Strategy and Tactics
of Integrative Nogotiation
Chapter 04 PowerPoint - Negotiation Strategy
Chapter 05 PowerPoint - Perception, Cognition
Chapter 06 PowerPoint - Communication
Chapter 07 PowerPoint - Finding and using
Chapter 08 PowerPoint - Influence
Chapter 09 PowerPoint - Ethic in Negotiations
Chapter 10 PowerPoint - Relationship in
Chapter 11 PowerPoint - Agents, Constituencies,
Chapter 12 PowerPoint - Coalititions
Chapter 13 PowerPoint - Multiple Parties
Chapter 14 PowerPoint - Individual Diffences
I: Gender and Negotiation
Chapter 15 PowerPoint - Individual Differences
II: Personality and Abilities
Chapter 16 PowerPoint - International
and Cross-Cultural Negotiation
Chapter 17 PowerPoint - Managing Negotiation
Chapter 18 PowerPoint - Managing Negotiation
Chapter 19 PowerPoint - Managing Difficult
Negotiations Third Party Approaches
Chapter 20 PowerPoint - Best Practices
Program on Negotiation at Harvard Law School
An inter-university consortium committed to improving the theory and
practice of negotiation and dispute resolution.
( http://www.pon.harvard.edu/main/home/ )
Dispute Resolution Research Center at Kellog School of Management
DRRC’s goals are: 1) to be a nationally recognized center for
research on dispute resolution and negotiation; 2) to be a major site
for graduate education in negotiation and dispute resolution; 3) to
be a major provider of continuing education programs targeted at exposing
the legal and management worlds to the latest developments in the
field of dispute resolution and negotiation.
( http://www.kellogg.northwestern.edu/research/drrc/ )
The Negotiation Skills Company, Inc.
When executives and other organizational leaders need to undertake
negotiations involving specific projects or problems, TNSC's staff
has worked behind the scenes to develop and implement negotiation
strategies in a broad range of areas.
( http://www.negotiationskills.com/products.php )
Conflict Research Consortium at the University of Colorado
A comprehensive gateway to the Websites of the University of Colorado
Conflict Research Consortium.
( http://conflict.colorado.edu/ )
edmonds.com: Buying Tips: Confessions of a Car Salesman
What really goes on in the back rooms of car dealerships across America?
What does the car salesman do when he leaves you sitting in a sales
office and goes to talk with his boss?
What are the tricks salespeople use to increase their profit and how
can consumers protect themselves from overpaying?
cars.com: Car Dealers Defined
A negotiating guide to buying a car.
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