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Negotiation & Dispute Resolution
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Negotiation & Dispute Resolution

Second Edition


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

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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ISBN: 9781948426022
$151.00