Welcome to the fourth edition of Effective Negotiation: From Research to Results

These online resources offer negotiation lecturers suggestions for how a unit on negotiation that uses this book as a primary text might be designed and taught. These online resources include:

• basic PPT slides for each book chapter, with the intention that these be developed and adapted to the needs of the lecturer
• responses to the questions at the end of each chapter, to help guide the students in their engagement with these questions, or to help the lecturer assess their answers
• exercises for use in tutorials
• role-play simulations to use in tutorials
• assessments designed to challenge the students to demonstrate their learning in tutorials.

These resources are available to adopters of the book, and require a username and password. Please contact Cambridge University Press if you require a password, and provide details of course, semester and enrollment as well as your name, university and position. If you do not wish to be added to our contacts database and receive email marketing, please state this in your email.

>> Email to request password access

Download all resources [Zip 93.8mb]

• Introduction to the website materials

• Becoming a reflective – and effective – negotiator

• Negotiating via the internet

YouTube links

• Negotiation agents and representatives:

  How closely is the buyer's strategy aligned with the salesperson's expectations?

• Other-directedness and framing:

  Watch this clip and assess why the male character was successful in persuading while the female character was not. Who was being other-directed? How does other-directedness influence an interest-based frame?

• Cross-cultural negotiations:

  How might disconnections between cultures impact communication, within or without negotiation contexts?

• Positional negotiators:

• Competitive tactics – the silence tactics:

Tutorial resources

Additional negotiation exercises – some general notes

Group assignment: Cultural profile

• Overview

• Cross-cultural negotiation profile template

• Marking template

Mid-semester exam

• Mid-semester exam information

• Mid-semester exam

Negotiation plan and explanation

• Negotiation plan and explanation

Reflective exam

• Reflective exam information

Role-play exercise

• Overview

• Template: Guidelines for conducting research and providing care for animals at UNSW

• Role: Behavioural researcher

• Role: Ethics professor

• Role: Humanist professor

• Role: People for the Ethical Treatment of Animals representative

Consulting exercise

• Consulting exercise

Exercise: Property development in Joonderoo

• Overview

• Table of property owners

• Property deed

• Brief: University

• Brief: Myer Street Investments

• Brief: Crawley Holdings

• Brief: Fairway Developments

Role play: Salary negotiation

• Salary negotiation

Exercise: Arak and Barkan – at war?

• Arak and Barkan: overview of the situation

• Arak: Top Secret negotiation information

• Barkan: Top Secret negotiation information

• Treaty document

Exercise: BondForm

• BondForm make-over contract: overview

• WA Total Construction Group Moulding Division: Laurie Court

• Signature Mouldings Pty Ltd: Joe Petersen

• Negotiation review worksheet

Exercise: The book deal negotiation

• Information for Paige Turner’s representative

• Information for the Bestbooks representative

Exercise: Finding a ‘guardian angel’

• Producer with the Perth Creativity Company

• Agent for Sally Sonorous

• A set of preparation questions to ask

Exercise: The Island Queen

• Overview, preparation questions, review of the negotiations, outcome worksheet

• Captain Bing – background information

• Captain Bing – confidential role information

• Mayor Egan – background information

• Mayor Egan – confidential role information

Exercise: The salary committee

• General background information

• Negotiation profile: Jose Peralta

• Negotiation profile: Elsa Bostrom

• Negotiation profile: Walter Martin

• Negotiation profile: Max Eberly

• Negotiation profile: James Wallace

• Settlement sheet

Exercise: Negotiating a productivity scheme

• Information for the Human Resource Manager

• Information for the Union official

Suggested responses to discussion questions

• Chapter 1   Why isn’t negotiation straightforward?
• Chapter 2   Negotiators are people, not robots
• Chapter 3   Establishing what can be achieved by negotiating
• Chapter 4   Strategically managing the negotiation process
• Chapter 5   Differentiation: managing the exchange of information
• Chapter 6   Finding a better outcome
• Chapter 7   Exchange: Getting the other party to agree
• Chapter 8   Strategically managing deadlocks
• Chapter 9   Overcoming deadlocks through mediation
• Chapter 10 Negotiation in practice: negotiators building bridges on behalf of others
• Chapter 11 Negotiation in practice: managing negotiations in the workplace
• Chapter 12 Negotiation in practice: managing business negotiations
• Chapter 13 Cross-cultural negotiations: much the same but different
• All suggested responses [zip]

PowerPoints

• Chapter 1   Why isn’t negotiation straightforward?
• Chapter 2   Negotiators are people, not robots
• Chapter 3   Establishing what can be achieved by negotiating
• Chapter 4   Strategically managing the negotiation process
• Chapter 5   Differentiation: making the exchange of information
• Chapter 6   Finding a better outcome
• Chapter 7   Exchange: getting the other party to agree
• Chapter 8   Strategically managing deadlocks
• Chapter 9   Overcoming deadlocks through mediation
• Chapter 10 Negotiation in practice: negotiators building bridges on behalf of others
• Chapter 11 Negotiation in practice: managing negotiations in the workplace
• Chapter 12 Negotiation in practice: managing business negotiations
• Chapter 13 Cross-cultural negotiations: much the same but different
• All PowerPoints [zip]

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