Published by Pearson (October 3, 2013) © 2014
Beverly DeMarr | Suzanne de Janasz
For courses in Negotiation/Dispute Resolution.
Complete and broad in coverage, this book addresses negotiations and dispute resolution in a wide variety of settings. Because skill development is an important part of becoming a masterful negotiator, concepts are augmented with numerous exercises, activities, role plays, and self-assessments. By combining theoretical foundations with experiential exercises, the book helps students develop their ability to negotiate and resolve conflicts in both personal and professional settings.
Complete and broad in coverage, this book addresses negotiations and dispute resolution in a wide variety of settings. Because skill development is an important part of becoming a masterful negotiator, concepts are augmented with numerous exercises, activities, role plays, and self-assessments. By combining theoretical foundations with experiential exercises, the book helps students develop their ability to negotiate and resolve conflicts in both personal and professional settings.
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- PART ONE: FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION
- 1. Introduction
- 2. The Language of Negotiation
- PART TWO: NEGOTIATION PROCESSES
- 3. Distributive Negotiations
- 4. Integrative Negotiations
- 5. Conflict and Dispute Resolution
- PART THREE: INTERPERSONAL/CONTEXTUAL CHARACTERISTICS
- 6. Understanding Yourself and How that Impacts Negotiation
- 7. Communication in Negotiation
- 8. The Role and Importance of Persuasion in Negotiation
- 9. The Nature of the Relationship in Negotiating and Resolving Disputes
- 10. International Negotiations
- 11. Team and Multi-Party Negotiations
- PART FOUR: NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS
- 12. Negotiating in the Workplace
- 13. Negotiating the Purchase or Sale of an Automobile
- 14. Real Estate Negotiations: Commercial and Residential
- 15. Negotiating Your Future
- APPENDICES:
- APPENDIX A: Negotiating with Organized Labor
- APPENDIX B: Resumes and Cover Letters