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Negotiation and Dispute Resolution

Negotiation and Dispute Resolution

Author(s):
  • Beverly DeMarr
  • Author: Beverly DeMarr
    • ISBN:9789332536579
    • 10 Digit ISBN:9332536570
    • Price:Rs. 529.00
    • Pages:380
    • Imprint:Pearson Education
    • Binding:Paperback
    • Status:Available


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    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.

    Table of 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

    Salient Features

    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.
     
    Features
     
    Combines theoretical foundations and experiential exercises in a single volume.
    Saves the faculty time and helps contain costs for students.
    Covers negotiation and dispute resolution in a single volume.
    Highlights the relationship between negotiating and resolving disputes.
    Explores how disputes can be resolved via negotiation and how negotiations may result in disputes.
    Includes a complete set of experiential exercises and assessments.
    Provides students with numerous opportunities to practice their negotiation and dispute resolution skills and better understand themselves as negotiators.
    Gives students an opportunity to create a portfolio that documents their progress.
    Includes Points to Ponder review material.
    Gives students an opportunity to pause to reflect and apply the material to their own life situations and experiences as they progress through each chapter.
    Includes Ethical Dilemmas in each chapter.
    Encourages students to focus on ethical considerations and consequences of their decisions and is consistent with accreditation agencies' calls for addressing ethics across the curriculum.