Negotiation and Dispute Resolution

For courses in Negotiation/Dispute Resolution. Complete and broad in coverage, this book 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.PART ONE: FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION 1. Introduction 2. The Language of Negotiation PART TWO: NEGOTIATION PROCESSES 3. Distributive Negotiations 4. Integrative Negotiations 5. Conflict and Dispute Resolution PART THREE: INTERPERSONAL/CONTEXTUAL CHARACTERISTICS 6. Understanding Yourself and How that Impacts Negotiation 7. Communication in Negotiation 8. The Role and Importance of Persuasion in Negotiation 9. The Nature of the Relationship in Negotiating and Resolving Disputes 10. International Negotiations 11. Team and Multi-Party Negotiations PART FOUR: NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS 12. Negotiating in the Workplace 13. Negotiating the Purchase or Sale of an Automobile 14. Real Estate Negotiations: Commercial and Residential 15. Negotiating Your Future APPENDICES: APPENDIX A: Negotiating with Organized Labor APPENDIX B: Resumes and Cover Letters