Negotiation and Dispute Resolution
Published on 15. March 2012
Book
Paperback/Softback
408 pages
978-0-13-157753-4 (ISBN)
Description
Complete and broad in coverage, NEGOTIATION AND DISPUTE RESOLUTION 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.
More details
Language
English
Place of publication
United States
Publishing group
Pearson Education (US)
Target group
College/higher education
Dimensions
Height: 211 mm
Width: 275 mm
Thickness: 14 mm
Weight
744 gr
ISBN-13
978-0-13-157753-4 (9780131577534)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
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. Real Estate Negotiations: Commercial and Residential
14. Negotiating Your Future
APPENDICES:
APPENDIX A: Negotiating with Organized Labor
APPENDIX B: Resumes and Cover Letters
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. Real Estate Negotiations: Commercial and Residential
14. Negotiating Your Future
APPENDICES:
APPENDIX A: Negotiating with Organized Labor
APPENDIX B: Resumes and Cover Letters