As editor for Potentate Press (2000-2009), I negotiated with and persuaded authors regarding many issues. I persuaded authors to make changes for aesthetic or editorial reasons. I persuaded authors to accept design choices more in keeping with the press’ restricted budget. I persuaded authors to meet deadlines. I negotiated with authors regarding recompense for their work. I sought out authors and negotiated for the right to publish their work. I negotiated with the publisher regarding direction of the press and the sorts of books we should publish. I negotiated with the publisher on budgetary matters. I persuaded typesetters, proofreaders, and printers to meet deadlines. I persuaded bookstores and distributors to carry our books. I persuaded reviewers to review our books, and professors to use our publications in their classes. For Silenus Wines (1977-1998), I often used negotiation and persuasion in my job. Advising retail customers required a strong ability to persuade. It was my job to feature wines that we imported ourselves rather than wines from other distributors,...
Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation Readings, Exercises, and Cases Fifth Ed. Bill Brubaker, Mark Asher, A Power Play for Howard Negotiation (pp. 616-626). New York, NY: Mcgraw-Hill Irwin.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New
Fisher, R., Ury, W., & Patton, B. (1981). Getting to yes: Negotiating agreement without giving in. New York, NY: Penguin Books.
Conger, J. A. (1998). The necessary art of persuasion. Harvard Business Review,76 (3) , 85-95.
Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practices. New Jersey: Pearson.
Negotiation is a fundamental process used in resolving conflicts, making business deals, and in managing working relationships with others. Negotiations occur for two reasons: (1) to resolve a problem or dispute between parties, or (2) to create something new that neither party could do on its own.
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essentials of Negotiation (5th ed.). New York, NY, US: McGraw-Hill.
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
This negotiation took place between the Chief Officer of a US based company (BioPharm) and a small company (Seltek). BioPharm is operating in the pharmaceutical industry. It wants to buy or build a plant in the US to manufacture a new product called Depox. The main goal of our group as negotiators is to play the role of BioPharm to buy a plant belonged to Seltek. It is on sale. This plant is the most appropriate choice for BioPharm for a number of reasons, namely to save time and cost of building a new plant because the Seltek’s plant is running and gets the FDA approval. Besides, it also has a highly experienced workforce, which can help us reduce the cost and the time for recruiting and training new employees.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essential of negotiation (5th ed.). New York, NY: McGraw-Hill Education.
The Value of Work Experience A summer or part-time job pays more than money. Even though the money earned is important, the work experience gained has a greater long-term value when one applies for a full-time job after graduation from school. Job application documents (the application blank and the personal data sheet) ask you to list jobs you have held and to list as references the names of individuals who supervised your work. Gieseking and Plawin, 1994, 22.
clothing needed to be marked down and I was told how to use the system