Negotiation & Dispute Resolution

Second Edition

Beverly J. DeMarr - Ferris State University, USA
Suzanne de Janasz - George Mason University

Other Titles in:
Negotiation & Conflict Resolution

May 2023 | 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

Supplements

Instructor Site

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Sample Materials & Chapters

Chapter 1: Introduction

Chapter 2: The Language of Negotiation

Beverly J. DeMarr

Beverly J. DeMarr, Ph.D., is Professor of Management at Ferris State University. She received her Doctorate in Organizational Behavior and Human Resource Management from Michigan State University. She has been recognized multiple times for teaching excellence and currently teaches courses in Negotiation, Human Resource Management, and Compensation. She has published in Personnel Psychology, Journal of Business Ethics, Human Relations, Public Personnel Management, and International Journal of Conflict Management. She is an active member of the Academy of Management and the Organizational Behavior Teaching Society. She was appointed by the... More About Author

Suzanne de Janasz

Suzanne C. de Janasz, Ph.D., is currently a Visiting Professor of Management and Conflict Analysis and Resolution (a joint appointment) at George Mason University in Fairfax, Virginia. Previously, Suzanne served as the Thomas Gleed Distinguished Chair of Business Administration at Seattle University in Seattle, Washington, where she taught undergrad and MBA students, mentored junior faculty, and directed the Seattle branch of HERA (Her Equality Rights and Autonomy), a UK-based charity which empowers formerly trafficked or exploited women with career and entrepreneurship development and mentoring. Prior to coming to Seattle, Suzanne was... More About Author

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