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Negotiation & Dispute Resolution
Second Edition
- Beverly J. DeMarr - Ferris State University, USA
- Suzanne de Janasz - George Mason University
January 2018 | 496 pages | SAGE Publications, Inc
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
Sage College Publishing
