Full 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.
Contents
PART ONE1. Introduction2. The Language of NegotiationPART TWO: NEGOTIATION PROCESSES3. Distributive Negotiations 4. Integrative Negotiations5. Conflict and Dispute ResolutionPART THREE: INTERPERSONAL/CONTEXTUAL CHARACTERISTICS6. Understanding Yourself and How that Impacts Negotiation7. Communication in Negotiation8. The Role and Importance of Persuasion in Negotiation9. The Nature of the Relationship in Negotiating and Resolving Disputes10. International Negotiations11. Team and Multi-Party NegotiationsPART FOUR: NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS12. Negotiating in the Workplace 13. Real Estate Negotiations: Commercial and Residential14. Negotiating Your FutureAPPENDICES: APPENDIX A: Negotiating with Organized LaborAPPENDIX B: Resumes and Cover Letters
