Negotiation and Dispute Resolution
Pearson New International Edition
Published on 1. November 2013
Book
Paperback/Softback
384 pages
978-1-292-03972-5 (ISBN)
Description
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.
More details
Language
English
Place of publication
Harlow
United Kingdom
Target group
College/higher education
Dimensions
Height: 275 mm
Width: 215 mm
Thickness: 15 mm
Weight
766 gr
ISBN-13
978-1-292-03972-5 (9781292039725)
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
Other editions
Additional editions
Beverly Demarr | Suzanne de Janasz
Negotiation and Dispute Resolution: Pearson New International Edition
Pearson New International Edition
E-Book
10/2013
1st Edition
Pearson Education Limited
€38.51
Available for download
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. 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
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