BUSADMIN B712

Managerial Negotiations

Graduate

Winter 2026 · Mngerial Negotiatn · C01, C02

Readings

Spring/Summer 2026 · Mngerial Negotiatn · C01

Etext Negotiation W/ Connect - 6 Month Access
Lewicki · Included
ISBN 9781265826765

Fall 2026 · Mngerial Negotiatn · C01

Fall 2026

Negotiation
Roy Lewicki · 11th · required
Getting to Yes
Roger Fisher; William Ury; Bruce Patton · 1991 · recommended/optional
The Art and Science of Negotiation
Howard Raiffa · 1982 · recommended/optional
A Behavioral Theory of Labor Negotiations
R. E. Walton; R. B. McKersie · 1965 · recommended/optional
Methods of Negotiation Research
P. J. Carnevale; C. K. W. De Dreu (eds.) · 2006 · recommended/optional
Negotiating Globally
J. M. Brett · 2007 · recommended/optional
Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes. New York: Penguin.
See source
Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Harvard University Press
See source
Walton, R. E., & McKersie, R. B. (1965). A behavioral theory of labor negotiations: An analysis of a social interaction system. Ithaca, NY: Cornell University Press.
See source
Brett, J. M. (2007). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. John Wiley & Sons.
See source

Fall 2025 · Mngerial Negotiatn · C01

Sources