EI G HTH ED ITI O N
Negotiation
R OY J . L E W I C K I
B R U C E B A R RY
DAV I D M . S A U N D E RS
,
,Negotiation
eighth edition
Roy J. Lewicki
The Ohio State University
Bruce Barry
Vanderbilt University
David M. Saunders
Queen’s University
,NEGOTIATION, EIGHTH EDITION
Published by McGraw-Hill Education, 2 Penn Plaza, New York, NY 10121. Copyright ©2020 by McGraw-Hill
Education. All rights reserved. Printed in the United States of America. Previous editions ©2015, 2010, and
2006. No part of this publication may be reproduced or distributed in any form or by any means, or stored in a
database or retrieval system, without the prior written consent of McGraw-Hill Education, including, but not
limited to, in any network or other electronic storage or transmission, or broadcast for distance learning.
Some ancillaries, including electronic and print components, may not be available to customers outside the
United States.
This book is printed on acid-free paper.
1 2 3 4 5 6 7 8 9 LCR 21 20 19
ISBN 978-1-260-04364-8 (bound edition)
MHID 1-260-04364-9 (bound edition)
ISBN 978-1-260-47915-7 (loose-leaf edition)
MHID 1-260-47915-3 (loose-leaf edition)
Associate Portfolio Manager: Laura Hurst Spell
Marketing Manager: Lisa Granger
Content Project Managers: Melissa M. Leick, Keri Johnson, Karen Jozefowicz
Buyer: Sandy Ludovissy
Design: Beth Blech
Content Licensing Specialist: Sarah Flynn
Cover Image: Wholly owned
Compositor: Aptara®, Inc.
All credits appearing on page or at the end of the book are considered to be an extension of the copyright page.
Library of Congress Cataloging-in-Publication Data
Names: Lewicki, Roy J., author. | Saunders, David M., author. | Barry, Bruce,
author.
Title: Negotiation / Roy J. Lewicki, The Ohio State University, David M.
Saunders, Queen’s University, Bruce Barry, Vanderbilt University.
Description: Eighth edition. | New York, NY : McGraw-Hill Education, [2020]
Identifiers: LCCN 2018050087| ISBN 9781260043648 (alk. paper) |
ISBN 1260043649 (alk. paper)
Subjects: LCSH: Negotiation in business.
Classification: LCC HD58.6 .L49 2020 | DDC 658.4/052—dc23 LC record
available at https://lccn.loc.gov/2018050087
The Internet addresses listed in the text were accurate at the time of publication. The inclusion of a website does
not indicate an endorsement by the authors or McGraw-Hill Education, and McGraw-Hill Education does not
guarantee the accuracy of the information presented at these sites.
mheducation.com/highered
, Dedication
We dedicate this book to all negotiation, mediation, and dispute
resolution professionals who try to make the world a more peaceful
and prosperous place.
And to John W. Minton (1946–2007): friend, colleague, and co-author.
iii
, About the Authors
Roy J. Lewicki is the Irving Abramowitz Memorial Professor of Business Ethics Emeritus
and Professor of Management and Human Resources Emeritus at the Max M. Fisher Col-
lege of Business, The Ohio State University. He has authored or edited 40 books, as well as
numerous research articles and book chapters. Professor Lewicki has served as the presi-
dent of the International Association for Conflict Management, and he received its Lifetime
Achievement Award in 2013. He received the Academy of Management’s Distinguished
Educator Award in 2005 and has been recognized as a Fellow of the Academy of Manage-
ment, International Association of Conflict Management, and Organizational Behavior
Teaching Society for his contributions to the fields of negotiation and dispute resolution.
Bruce Barry is the Brownlee O. Currey Jr. Professor of Management at the Owen Gradu-
ate School of Management at Vanderbilt University. His research on negotiation, ethics,
power, influence, and justice has appeared in numerous scholarly journals and volumes.
Professor Barry is a past president of the International Association for Conflict Manage-
ment and a past chair of the Academy of Management Conflict Management Division. He
is editor in chief of the scholarly journal Business Ethics Quarterly and sits on the editorial
boards of several others.
David M. Saunders has served as dean of Smith School of Business at Queen’s Univer-
sity since July 2003. Under his strategic leadership, the school has experienced dramatic
growth, including the addition of new and innovative MBA, professional Master’s, and exec-
utive education programs. In support of Smith’s mission to develop outstanding leaders
with a global perspective, Dr. Saunders has internationalized the school, adding 80 strategic
partnerships around the globe and naming of the Smith School of Business after a $50 million
gift from Stephen J.R. Smith. Most recently, he co-developed the Analytics Climate
Assessment Tool (ACAT), which is used to assess organizations’ technological capacity,
skill sets, and analytics culture to compete effectively with business analytics in the era of
Big Data. ACAT guides the creation of tailored executive education programs to enhance
organizations’ analytics culture, strategy, and leadership.
iv
, Preface
Welcome to the eighth edition of Negotiation!
Those familiar with the seventh edition will note that there has been no substantial
change in the fundamental organization of this book. We continue to emphasize negotiator
ethics as a core concept that any student of negotiation should read and understand.
The authors have carefully organized Negotiation to coordinate with the previous edition
of Negotiation: Readings, Exercises and Cases, seventh edition. The Readings book will no
longer be published in paper form, but its contents are available online to be adopted separately
or paired with versions of the Negotiation text. A condensed version of this text is also available
as Essentials of Negotiation, seventh edition, which will be available in 2020.
New Features and Content Changes
Faculty familiar with previous editions will also note the following other changes:
• The entire book has been revised and updated. The authors reviewed every chapter,
utilizing extensive feedback from faculty who have used previous editions of the book.
The content in some of the chapters has been reorganized and rewritten to present the
material more coherently and effectively.
• In our continued effort to enhance the book’s readability, we have also updated many
of the features that offer lively perspectives on negotiation dynamics.
• We have included learning objectives at the beginning of each chapter and added an
outline of the key sections of each chapter on the first page as well.
• A shorter version of this text, Essentials of Negotiation, seventh edition, can also be
used in conjunction with the readings book.
• Finally, adopters should become fully aware of McGraw-Hill’s CREATE service.
CREATE allows any adopter to “mix and match” selected chapters from Negotiation,
Essentials of Negotiation, or the seventh edition of Negotiation: Readings, Exercises and
Cases into their own custom text. These custom texts are ideal for negotiation courses
of different lengths, for different student audiences, and for instructors who want to
combine text, readings, and selected exercises and cases into a single “course in a
box.” We encourage instructors to contact their local McGraw-Hill Education
representative for further information, or visit the website at www.mheducation.com
or create.mheducation.com.
Support Materials
Instructional resources—including a test bank, chapter outlines, PowerPoint slides, and
extensive resource materials on teaching negotiation skills for new instructors—are available
to accompany this volume on the Connect website, connect.mheducation.com
v
,vi Preface
Using Create, McGraw-Hill’s custom publishing service, instructors
can build a text tailored to individual course needs incorporating materials from the three
texts in this series. Create allows instructors to customize teaching resources to match the
way they teach! With McGraw-Hill Create, create.mheducation.com, you can easily rear-
range chapters; combine material from other content sources; and quickly upload content
you have written, like your course syllabus or teaching notes. Find the content you need in
Create by searching through thousands of leading McGraw-Hill textbooks. Arrange your
book to fit your teaching style. Create even allows you to personalize your book’s appear-
ance by selecting the cover and adding your name, school, and course information. Order a
Create book and you’ll receive a complimentary print review copy in three to five business
days or a complimentary electronic review copy (eComp) via email in about one hour. Go
to create.mheducation.com today and register. Experience how McGraw-Hill Create empow-
ers you to teach your students your way.
Introducing McGraw-Hill Create™ ExpressBooks! ExpressBooks contain a combination of
preselected chapters, articles, cases, or readings that serve as a starting point to help you
quickly and easily build your own text through McGraw-Hill’s self-service custom publishing
website, Create. These helpful templates are built using content available on Create and
organized in ways that match various course outlines across all disciplines. We understand
that you have a unique perspective. Use McGraw-Hill Create ExpressBooks to build the book
you’ve only imagined! create.mheducation.com
, Contents vii
Acknowledgments
Once again, this book could not have been completed without the assistance of numerous
people. We especially thank
• Many of our colleagues in the negotiation and dispute resolution field, whose research
efforts have made the growth of this field possible and who have given us helpful
feedback about earlier editions to improve the content of this edition.
• The work of John Minton, who helped shape the second, third, and fourth editions of
this book and passed away in the fall of 2007.
• The staff of McGraw-Hill Education, especially our current senior editor, Michael
Ablassmeir; Laura Spell, our associate portfolio manager who can solve almost any
problem and content project manager, Melissa Leick; and Marla Sussman at Integra-CHI,
who has provided strong editorial assistance as the authors struggle with the ongoing
changes in the process of revising manuscript and creating readable prose.
• Our families, who continue to provide us with the time, inspiration, and opportunities
for continued learning about effective negotiation and the personal support required
to sustain this project.
Roy J. Lewicki
Bruce Barry
David M. Saunders
vii
, Students—study more efficiently, retain more
and achieve better outcomes. Instructors—focus
on what you love—teaching.
SUCCESSFUL SEMESTERS INCLUDE CONNECT
For Instructors
You’re in the driver’s seat.
Want to build your own course? No problem. Prefer to use our turnkey,
prebuilt course? Easy. Want to make changes throughout the semester?
65%
Less Time
Sure. And you’ll save time with Connect’s auto-grading too.
Grading
They’ll thank you for it.
Adaptive study resources like SmartBook® help your
students be better prepared in less time. You can
transform your class time from dull definitions to dynamic
debates. Hear from your peers about the benefits of
Connect at www.mheducation.com/highered/connect
Make it simple, make it affordable.
Connect makes it easy with seamless integration using any of the
major Learning Management Systems—Blackboard®, Canvas, and
D2L, among others—to let you organize your course in one
convenient location. Give your students access to digital materials
at a discount with our inclusive access program. Ask your
McGraw-Hill representative for more information.
©Hill Street Studios/Tobin Rogers/Blend Images LLC
Solutions for your challenges.
A product isn’t a solution. Real solutions are affordable,
reliable, and come with training and ongoing support
when you need it and how you want it. Our Customer
Experience Group can also help you troubleshoot
tech problems—although Connect’s 99% uptime
means you might not need to call them. See for
yourself at status.mheducation.com
Negotiation
R OY J . L E W I C K I
B R U C E B A R RY
DAV I D M . S A U N D E RS
,
,Negotiation
eighth edition
Roy J. Lewicki
The Ohio State University
Bruce Barry
Vanderbilt University
David M. Saunders
Queen’s University
,NEGOTIATION, EIGHTH EDITION
Published by McGraw-Hill Education, 2 Penn Plaza, New York, NY 10121. Copyright ©2020 by McGraw-Hill
Education. All rights reserved. Printed in the United States of America. Previous editions ©2015, 2010, and
2006. No part of this publication may be reproduced or distributed in any form or by any means, or stored in a
database or retrieval system, without the prior written consent of McGraw-Hill Education, including, but not
limited to, in any network or other electronic storage or transmission, or broadcast for distance learning.
Some ancillaries, including electronic and print components, may not be available to customers outside the
United States.
This book is printed on acid-free paper.
1 2 3 4 5 6 7 8 9 LCR 21 20 19
ISBN 978-1-260-04364-8 (bound edition)
MHID 1-260-04364-9 (bound edition)
ISBN 978-1-260-47915-7 (loose-leaf edition)
MHID 1-260-47915-3 (loose-leaf edition)
Associate Portfolio Manager: Laura Hurst Spell
Marketing Manager: Lisa Granger
Content Project Managers: Melissa M. Leick, Keri Johnson, Karen Jozefowicz
Buyer: Sandy Ludovissy
Design: Beth Blech
Content Licensing Specialist: Sarah Flynn
Cover Image: Wholly owned
Compositor: Aptara®, Inc.
All credits appearing on page or at the end of the book are considered to be an extension of the copyright page.
Library of Congress Cataloging-in-Publication Data
Names: Lewicki, Roy J., author. | Saunders, David M., author. | Barry, Bruce,
author.
Title: Negotiation / Roy J. Lewicki, The Ohio State University, David M.
Saunders, Queen’s University, Bruce Barry, Vanderbilt University.
Description: Eighth edition. | New York, NY : McGraw-Hill Education, [2020]
Identifiers: LCCN 2018050087| ISBN 9781260043648 (alk. paper) |
ISBN 1260043649 (alk. paper)
Subjects: LCSH: Negotiation in business.
Classification: LCC HD58.6 .L49 2020 | DDC 658.4/052—dc23 LC record
available at https://lccn.loc.gov/2018050087
The Internet addresses listed in the text were accurate at the time of publication. The inclusion of a website does
not indicate an endorsement by the authors or McGraw-Hill Education, and McGraw-Hill Education does not
guarantee the accuracy of the information presented at these sites.
mheducation.com/highered
, Dedication
We dedicate this book to all negotiation, mediation, and dispute
resolution professionals who try to make the world a more peaceful
and prosperous place.
And to John W. Minton (1946–2007): friend, colleague, and co-author.
iii
, About the Authors
Roy J. Lewicki is the Irving Abramowitz Memorial Professor of Business Ethics Emeritus
and Professor of Management and Human Resources Emeritus at the Max M. Fisher Col-
lege of Business, The Ohio State University. He has authored or edited 40 books, as well as
numerous research articles and book chapters. Professor Lewicki has served as the presi-
dent of the International Association for Conflict Management, and he received its Lifetime
Achievement Award in 2013. He received the Academy of Management’s Distinguished
Educator Award in 2005 and has been recognized as a Fellow of the Academy of Manage-
ment, International Association of Conflict Management, and Organizational Behavior
Teaching Society for his contributions to the fields of negotiation and dispute resolution.
Bruce Barry is the Brownlee O. Currey Jr. Professor of Management at the Owen Gradu-
ate School of Management at Vanderbilt University. His research on negotiation, ethics,
power, influence, and justice has appeared in numerous scholarly journals and volumes.
Professor Barry is a past president of the International Association for Conflict Manage-
ment and a past chair of the Academy of Management Conflict Management Division. He
is editor in chief of the scholarly journal Business Ethics Quarterly and sits on the editorial
boards of several others.
David M. Saunders has served as dean of Smith School of Business at Queen’s Univer-
sity since July 2003. Under his strategic leadership, the school has experienced dramatic
growth, including the addition of new and innovative MBA, professional Master’s, and exec-
utive education programs. In support of Smith’s mission to develop outstanding leaders
with a global perspective, Dr. Saunders has internationalized the school, adding 80 strategic
partnerships around the globe and naming of the Smith School of Business after a $50 million
gift from Stephen J.R. Smith. Most recently, he co-developed the Analytics Climate
Assessment Tool (ACAT), which is used to assess organizations’ technological capacity,
skill sets, and analytics culture to compete effectively with business analytics in the era of
Big Data. ACAT guides the creation of tailored executive education programs to enhance
organizations’ analytics culture, strategy, and leadership.
iv
, Preface
Welcome to the eighth edition of Negotiation!
Those familiar with the seventh edition will note that there has been no substantial
change in the fundamental organization of this book. We continue to emphasize negotiator
ethics as a core concept that any student of negotiation should read and understand.
The authors have carefully organized Negotiation to coordinate with the previous edition
of Negotiation: Readings, Exercises and Cases, seventh edition. The Readings book will no
longer be published in paper form, but its contents are available online to be adopted separately
or paired with versions of the Negotiation text. A condensed version of this text is also available
as Essentials of Negotiation, seventh edition, which will be available in 2020.
New Features and Content Changes
Faculty familiar with previous editions will also note the following other changes:
• The entire book has been revised and updated. The authors reviewed every chapter,
utilizing extensive feedback from faculty who have used previous editions of the book.
The content in some of the chapters has been reorganized and rewritten to present the
material more coherently and effectively.
• In our continued effort to enhance the book’s readability, we have also updated many
of the features that offer lively perspectives on negotiation dynamics.
• We have included learning objectives at the beginning of each chapter and added an
outline of the key sections of each chapter on the first page as well.
• A shorter version of this text, Essentials of Negotiation, seventh edition, can also be
used in conjunction with the readings book.
• Finally, adopters should become fully aware of McGraw-Hill’s CREATE service.
CREATE allows any adopter to “mix and match” selected chapters from Negotiation,
Essentials of Negotiation, or the seventh edition of Negotiation: Readings, Exercises and
Cases into their own custom text. These custom texts are ideal for negotiation courses
of different lengths, for different student audiences, and for instructors who want to
combine text, readings, and selected exercises and cases into a single “course in a
box.” We encourage instructors to contact their local McGraw-Hill Education
representative for further information, or visit the website at www.mheducation.com
or create.mheducation.com.
Support Materials
Instructional resources—including a test bank, chapter outlines, PowerPoint slides, and
extensive resource materials on teaching negotiation skills for new instructors—are available
to accompany this volume on the Connect website, connect.mheducation.com
v
,vi Preface
Using Create, McGraw-Hill’s custom publishing service, instructors
can build a text tailored to individual course needs incorporating materials from the three
texts in this series. Create allows instructors to customize teaching resources to match the
way they teach! With McGraw-Hill Create, create.mheducation.com, you can easily rear-
range chapters; combine material from other content sources; and quickly upload content
you have written, like your course syllabus or teaching notes. Find the content you need in
Create by searching through thousands of leading McGraw-Hill textbooks. Arrange your
book to fit your teaching style. Create even allows you to personalize your book’s appear-
ance by selecting the cover and adding your name, school, and course information. Order a
Create book and you’ll receive a complimentary print review copy in three to five business
days or a complimentary electronic review copy (eComp) via email in about one hour. Go
to create.mheducation.com today and register. Experience how McGraw-Hill Create empow-
ers you to teach your students your way.
Introducing McGraw-Hill Create™ ExpressBooks! ExpressBooks contain a combination of
preselected chapters, articles, cases, or readings that serve as a starting point to help you
quickly and easily build your own text through McGraw-Hill’s self-service custom publishing
website, Create. These helpful templates are built using content available on Create and
organized in ways that match various course outlines across all disciplines. We understand
that you have a unique perspective. Use McGraw-Hill Create ExpressBooks to build the book
you’ve only imagined! create.mheducation.com
, Contents vii
Acknowledgments
Once again, this book could not have been completed without the assistance of numerous
people. We especially thank
• Many of our colleagues in the negotiation and dispute resolution field, whose research
efforts have made the growth of this field possible and who have given us helpful
feedback about earlier editions to improve the content of this edition.
• The work of John Minton, who helped shape the second, third, and fourth editions of
this book and passed away in the fall of 2007.
• The staff of McGraw-Hill Education, especially our current senior editor, Michael
Ablassmeir; Laura Spell, our associate portfolio manager who can solve almost any
problem and content project manager, Melissa Leick; and Marla Sussman at Integra-CHI,
who has provided strong editorial assistance as the authors struggle with the ongoing
changes in the process of revising manuscript and creating readable prose.
• Our families, who continue to provide us with the time, inspiration, and opportunities
for continued learning about effective negotiation and the personal support required
to sustain this project.
Roy J. Lewicki
Bruce Barry
David M. Saunders
vii
, Students—study more efficiently, retain more
and achieve better outcomes. Instructors—focus
on what you love—teaching.
SUCCESSFUL SEMESTERS INCLUDE CONNECT
For Instructors
You’re in the driver’s seat.
Want to build your own course? No problem. Prefer to use our turnkey,
prebuilt course? Easy. Want to make changes throughout the semester?
65%
Less Time
Sure. And you’ll save time with Connect’s auto-grading too.
Grading
They’ll thank you for it.
Adaptive study resources like SmartBook® help your
students be better prepared in less time. You can
transform your class time from dull definitions to dynamic
debates. Hear from your peers about the benefits of
Connect at www.mheducation.com/highered/connect
Make it simple, make it affordable.
Connect makes it easy with seamless integration using any of the
major Learning Management Systems—Blackboard®, Canvas, and
D2L, among others—to let you organize your course in one
convenient location. Give your students access to digital materials
at a discount with our inclusive access program. Ask your
McGraw-Hill representative for more information.
©Hill Street Studios/Tobin Rogers/Blend Images LLC
Solutions for your challenges.
A product isn’t a solution. Real solutions are affordable,
reliable, and come with training and ongoing support
when you need it and how you want it. Our Customer
Experience Group can also help you troubleshoot
tech problems—although Connect’s 99% uptime
means you might not need to call them. See for
yourself at status.mheducation.com
