Negotiation and dispute resolution /

DeMarr, Beverly J.

Negotiation and dispute resolution / by Beverly J DeMarr; Suzanne C De Janasz - U.P : Pearson, 2015c . - 375p.; 25 cm.

Includes bibliographical references and index.

Part I Foundations of negotiation and dispute resolution --
Introduction --
The language of negotiation --
Part II Negotiation processes --
Distributive negotiations --
Integrative negotiations --
Conflict and dispute resolution --
Part III Interpersonal/contextual characteristics --
Understanding yourself and how that impacts negotiation --
Communication in negotiation --
The role and importance of persuasion in negotiation --
The nature of the relationship in negotiating and resolving disputes --
International negotiations --
Team and multiparty negotiations --
Part IV Negotiation and dispute resolution applications --
Negiotiating in the workplace --
Negotiating the purchase or sale of an automobile --
Real estate negotiations: commercial and residential --
Negotiating your future.

9789332536579 (pbk)


Mediation
Negotiation
Conflict management

303.69 / DEM-N 2015 11359