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