Negotiation and Dispute Resolution

by DeMarr, Beverly; de Janasz, Suzanne C.

• ISBN13: 9780131577534
• ISBN10: 0131577530
• Edition: 1st
• Format: Paperback
• Copyright: 2011-12-27
• Publisher: Pearson

Summary

Complete and broad in coverage, NEGOTIATION AND DISPUTE RESOLUTIONaddresses 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.

Table of Contents

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