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Negotiation & Dispute Resolution
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Negotiation & Dispute Resolution

Second Edition
January 2018 | 496 pages | SAGE Publications, Inc
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Formerly published by Chicago Business Press, now published by Sage

Negotiation and Dispute Resolution, Second Edition utilizes an applied approach to covering basic negotiation concepts while highlighting a broad range of topics on the subject. Authors Beverly J. DeMarr and Suzanne C. de Janasz help students develop the ability to successfully negotiate and resolve conflicts in a wide variety of situations in both their professional and personal lives.

 
PART I FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION
 
Chapter 1 Introduction
 
Chapter 2 The Language of Negotiation
 
PART II NEGOTIATION PROCESSES
 
Chapter 3 Distributive Negotiations
 
Chapter 4 Integrative Negotiations
 
Chapter 5 Conflict and Dispute Resolution
 
PART III INTERPERSONAL/CONTEXTUAL CHARACTERISTICS
 
Chapter 6 Understanding Yourself and How That Impacts Negotiation
 
Chapter 7 Communication in Negotiation
 
Chapter 8 The Role and Importance of Persuasion in Negotiation
 
Chapter 9 The Nature of the Relationship in Negotiating and Resolving Disputes
 
Chapter 10 International Negotiations
 
Chapter 11 Team and Multiparty Negotiations
 
PART IV NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS
 
Chapter 12 Negotiating in the Workplace
 
Chapter 13 Negotiating the Purchase or Sale of an Automobile
 
Chapter 14 Real Estate Negotiations: Commercial and Residential
 
Chapter 15 Negotiating Your Future
 
Appendix A Negotiating with Organized Labor
 
Appendix B Resumes and Cover Letters

Supplements

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Key features

 

  • Applied learning approach supported by current, relevant theoretical underpinnings.
  • Learning Objectives clarify the goals of each chapter.
  • An Opening Scenario begins each chapter to life by spotlighting concepts in a relatable narrative.
  • Points to Ponder feature prompts in-text reflection on learnings and how concepts will be applied in real-life situations.
  • Key Terms and Concepts reinforce retention of material.
  • Chapter Summaries review content with visual chart of topics. 
  • Ethical Dilemmas explores universal issues arising in negotiation and conflict resolution, and how they might be resolved.
  • Assessments and Experiential Exercises engage students and allow them to immediately apply and practice skills and techniques in a wide variety of negotiation and conflict resolution situations. Worksheets are designed to help students analyze, plan, document, and discuss their approaches. 

 

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