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Conflict Management: A Practical Guide to Developing Negotiation Strategies, CourseSmart eTextbook

By Barbara A. Budjac Corvette

Published by Prentice Hall

Published Date: Sep 8, 2011

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Appropriate Courses:  Conflict Management and Negotiation. 


Becoming an effective negotiator is a universal skill that can benefit all. Unlike other books, Conflict Management explores how to develop this universal skill, using a very individual, personalized approach. Grounded in theory and research, it examines the psychological and sociological factors inherent in the negotiation process. It explores the complexities of negotiations, by looking at how conflict is related and how temperaments and personality traits impact the process. Filled with exercises, self-assessment tools, examples, and cases, the book links theory to practice and gives readers an opportunity to develop, practice, and perfect their own unique set of negotiation skills.

Table of Contents

1.      Defining Negotiation and Its Components

2.      Personality

3.      Conflict

4.      Negotiation Style

5.      Key Negotiating Temperaments

6.      Communicating in Negotiation

7.      A Note on Cultural and Gender Differences

8.      Interests and Goals in Negotiation

9.      Understanding the Importance of Perception in Negotiation

10.  Effects of Power in Negotiation

11.  Asserting Yourself

12.  Principles of Persuasion

13.  Rules of Negotiation & Common Mistakes

14.  The Negotiation Process and Preparation

15.  Alternative Styles, Strategies, & Techniques of Negotiation

16.  Team Negotiation

17.  Negotiation in Leadership and Public Relations

18.  Third-Party Intervention

19.  Using Your Personal Negotiating Power

20.  Post-Negotiation Evaluation


APPENDIX A: Personality and Behavior Assessment Resources


APPENDIX B: Cases for Negotiation

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Conflict Management: A Practical Guide to Developing Negotiation Strategies, CourseSmart eTextbook
Format: Safari Book

$21.99 | ISBN-13: 978-0-13-293539-5