(Please refer to the class Moodle site for further details)
Sheldon, P. (compiler - not author!) (2018) MGMT 3721 Negotiation Skills for UNSW 2nd edition, McGraw-Hill.
OR the earlier edition:
Sheldon, P. (compiler - not author!) (2015) MGMT 3721 Negotiation Skills for UNSW
, McGraw-Hill. (The two editions are near identical and will serve your purposes equally).
This is an abridged version designed especially for this course. The
lecture-in-charge designed and organised it to get more of the relevant readings
for students at a lower price for you. However, you should reference each source
you use by the original authors (i.e. not Peter Sheldon).
The book takes relevant chapters (photographed in their entirety) from:
Lewicki, Roy J., Saunders, David M. and Barry, Bruce (2015) Negotiation, 7th
edn ,McGraw-Hill/Irwin, New York;
and an array of interesting readings selected
Lewicki, Roy J., Barry, Bruce and Saunders, David M. (2015) Negotiation:
Readings, exercise and cases, 7th edn , McGraw-Hill/Irwin, New York, and
earlier versions of this book of readings.
There are paper copies of the textbook and supplementary readings in the UNSW Library.
The publisher will also make available an ebook version of the course textbook at a much reduced price. Once
the lecture-in-charge has the full details, he will let you know via Moodle.
Other recommended texts cover parts of the course and provide somewhat different approaches.These
are listed below. Most of those out of print are on open reserve in the library. Subsequent listings of these
texts appear in abbreviated form to save space:
Fells, R. (2016), Effective Negotiation: From research to results, 3rd edn, Cambridge University Press,
Melbourne. (The first two editions are also useful)
Fisher, R., Ury, W. and Patton, B. (1991), Getting to Yes: Negotiating an agreement without giving in, 2nd
edn, Random House, London.
Kolb, D.M. and Williams, J. (2003), Everyday Negotiation: Navigating the Hidden Agendas in Bargaining,
Jossey-Bass, San Francisco.
Lax, D.A. and Sebenius, J.K. (1986), The Manager as Negotiator: Bargaining for Co-operation, Free
Press, New York.
Thompson, L. (2012), The Mind and Heart of the Negotiator, 5th edn, Pearson, Upper Saddle River NJ.
(Earlier editions are also very useful)
Ury, W. (1991), Getting past No: Negotiating with difficult people, Business Books, London.
Walton, R. and McKersie, R. (1965), A Behavioral Theory of Labor Negotiations, McGraw-Hill, New York.
Academic journals that cover relevant issues extensively and are available in the UNSW library
(many of them also electronically) include:
Group Decision and Negotiation; Harvard Business Review; Journal of Conflict Resolution; Negotiation
Journal; Organizational Behavior and Human Decision Processes; Research in Organizational Behavior;
(MIT) Sloan Management Review.
References in Library Open Reserve
To the extent possible under prevailing copyright law, copies of listed workshop readings have been
placed in the Library Open Reserve. Some readings are also available electronically through the Reserve.
These listings are selective rather than exhaustive. Students will be expected to demonstrate initiative in
locating other reading material relevant to the topics that they have chosen to research.
Use of Library catalogue and the World Wide Web
To identify further research-based articles in refereed academic journals, use:
* the references and bibliographies included with the textbook;
* the course, author and keyword search facilities available in the main library catalogue:
the ejournal databases accessible via the Library Home Page.
The most useful database is 'ABI/INFORM' available via 'Proquest'. It provides abstracts and, in
some cases, full texts of articles published in relevant journals, including some not available on
campus. In many cases, it is possible to download articles in from databases.
For additional details on relevant information resources available on campus, see the following
publication: Information Literacy Workbook for Organisation and Management, Business School,
Moodle. This course uses ‘Moodle’ as its on-line environment. The following information will be available
on the Course ‘ Moodle ’ site:
* The Course Outline;
* Additional material linked to the course outline – such as UNSW and Business School policies and
explanations of the course’s approaches to teaching and learning;
* The course lecture notes;
* Additional information for assessment items;
* Other administrative information;
* Updates and new information relevant to the course;
Links to the two online quizzes;
Links to upload written assessment submissions to Turn-it-in.
Moodle eLearning support:
To access the Moodle online support site for students, follow the links Email.
Additional technical support: Email:E mail; Ph: 9385 3331
Library information/subject guides etc., including a link .
The website for this course is on Moodle .