TY  - BOOK
AU  - DeMarr,Beverly J.
AU  - De Janasz,Suzanne
TI  - Negotiation and dispute resolution
SN  - 9789332536579 (pbk)
U1  - 303.69 23
PY  - 2015///c
CY  - U.P
PB  - Pearson
KW  - Mediation
KW  - Negotiation
KW  - Conflict management
N1  - 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
ER  -