Negotiation and Dispute Resolution, 2e

by DeMarr, de Janasz

ISBN: 978-0-9988140-3-2 | Copyright 2019

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This book represents a culmination of the authors’ teaching and professional experiences. We originally decided to write this text some years ago because the books that were available didn’t suit our needs. We were looking for a book that did a good job of covering basic concepts and the broad range of topics students need in order to be successful in negotiating and resolving conflicts in a wide variety of situations in both their work and personal lives. We also wanted a full complement of assessment-ready, experiential exercises and assessments that didn’t require an additional purchase of either individual exercises or a second book to keep costs low for students and to streamline course preparation for instructors. This book was written to fit those requirements.

In this second edition, we held true to our original purpose and format and focused on making it the best applied book on the market. Throughout this edition, we have updated research and added new examples. Where appropriate, we have added more detail on exercise instructions to help students stay on the intended track. Where possible, we split exercises into sections for flexibility in assigning and ease of grading. There are new exercises and ethical dilemmas to give instructors even more flexibility in customizing their classes.

To develop a skill requires a solid foundation. The first two chapters (Part I) do just that, provide a solid foundation which covers the concepts and terminology used in negotiation. We cover the overall process of negotiation, from preparation through bargaining and agreement. The next three chapters (Part II) take a closer look at the actual processes involved in negotiation and dispute resolution. Chapter 3 examines distributive negotiation—where negotiators view the outcome as fixed and attempt to gain as much from the “pie” as possible. Chapter 4 examines integrative negotiation, where the focus is on creating value and building long-term relationships among negotiators and the organizations they represent. Because negotiations are not always amicable or fruitful, in Chapter 5, we address conflict and dispute resolution techniques and tools, both informal and formal.

The processes of negotiation and conflict/dispute resolution are affected by the individuals involved, the relationship between those individuals (interpersonal processes), and the context in which the processes exist. The six chapters of Part III examine these characteristics, beginning with individual effects (understanding yourself), interpersonal processes (communication, persuasion, and the nature of relationships in negotiation), and the context (team/multiparty negotiations, global negotiations).

Finally, we take a broad view of applications of these concepts and processes as they relate to one’s professional and personal affairs. The four chapters of Part IV focus on applying negotiation skills as an employee (e.g., negotiating the terms and conditions of your job and negotiating on behalf of your employer) and to situations you are likely to encounter as a small business owner or in your personal life (e.g., negotiations involving automobiles and real  estate), as well as when negotiating your future.

Model of the Book:


Each chapter

• begins with a scenario to motivate and integrate the material for that chapter;

• contains appropriate and relevant theoretical information;

• contains assessments and experiential exercises, so you can immediately apply and practice skills and techniques in a wide variety of negotiation and conflict resolution situations with different types of people, goals, and challenges;

• asks you to reflect on what you have learned and how you will use the information, and identify opportunities for future development;

• identifies resources available to research in preparation for a negotiation; and • includes one or more “ethical dilemmas” that encourage you to think about ethical issues that may arise in negotiation and conflict resolution.

We hope you find this book a valuable means for developing your ability to competently and confidently negotiate and resolve professional and personal conflicts—skills more critical than ever in the current environment.


CourseBank is a turn-key online resource for instructors and students, containing a variety of media assets, discussion boards, flash cards, and auto-graded assignments and quizzes. Some instructors use it as a ready-made online course, instead of building their own for online sections. Others assign portions of it as homework between lectures. Even in the case of instructors who don’t assign it, CourseBank provides a self-study opportunity for all students.

CourseBank can be offered “as is” or easily customized by each instructor by adding material or editing the assets provided.

CourseBank can be used with blackboard, canvas, D2L, or any other popular learning management system for single sign-on and gradebook integration. Or, if you prefer, use it stand-alone.


The Instructor’s Manual contains teaching notes for all experiential exercises, confidential role information for all role plays, chapter outlines, sample syllabi for a variety of delivery formats, and sample test questions.


Test questions for each chapter have been written by the authors to ensure quality and accuracy.


The package contains lecture presentation slides for each chapter.

Expand/Collapse All
1 Introduction (pg. 3)
2 The Language of Negotiation (pg. 33)
3 Distributive Negotiations (pg. 63)
4 Integrative Negotiations (pg. 93)
5 Conflict and Dispute Resolution (pg. 123)
6 Understanding Yourself and How That Impacts Negotiation (pg. 155)
7 Communication in Negotiation (pg. 183)
8 The Role and Importance of Persuasion in Negotiation (pg. 213)
9 The Nature of the Relationship in Negotiating and Resolving Disputes (pg. 243)
10 International Negotiations (pg. 275)
11 Team and Multiparty Negotiations (pg. 303)
12 Negotiating in the Workplace (pg. 327)
13 Negotiating the Purchase or Sale of an Automobile (pg. 357)
14 Real Estate Negotiations: Commercial and Residential (pg. 377)
15 Negotiating Your Future (pg. 405)
APPENDICES (pg. 441)
A Negotiating with Organized Labor (pg. 441)
B Resumes and Cover Letters (pg. 451)

Beverly DeMarr

BEVERLY J. DEMARR 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 human resource management, negotiation, compensation, and business ethics. She is the author of Negotiation and Dispute Resolution 2E (coauthored with Suzanne de Janasz) and has published articles 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 is a member of the Journal of Management Education editorial review board and was chair of the Academy of Management’s all-academy Teaching Theme Committee from 2016 to 2019. She served as a community mediator for more than 100 employment, civil rights, general civil, domestic relations (divorce, parenting time), and restorative justice (victim–offender) cases and was a member of the Board of Directors of the Westshore Dispute Resolution Center. She was also an elected union representative for eight years, negotiating labor contracts and representing constituents in a wide variety of disputes.

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 Professor of Leadership and Organization Development at IMD in Lausanne, Switzerland, where she designed and delivered programs for mid-level and senior executives in global companies, specializing in leadership, negotiations, mentoring and careers, organizational development and change, creativity/innovation, work–life balance, entrepreneurship, and interpersonal/ managerial skills. The recipient of multiple teaching awards, including the 2017 Mid-Career Distinguished Educator Award from the OBTS Teaching Society for Management Educators and a Fulbright Fellowship (Warsaw University in Poland), Suzanne continues to teach executives around the world (on five continents!) for ESMT (Berlin, Germany) and other schools (e.g., IEDC in Slovenia, QUT in Australia).

Suzanne’s research on mentoring, careers, authenticity, work–family conflict, and leadership appears in journals such as Harvard Business Review, Academy of Management Executive, Journal of Organizational Behavior, Journal of Vocational Behavior, British Journal of Management, Career Development International, and Journal of Management Education and features frequently in domestic and international newspapers, online publications (she’s a featured blogger for Huffington Post), and radio programs. The sixth edition of her text Interpersonal Skills in Organizations (coauthored with Karen Dowd and Beth Schneider) will be published in early 2018. She regularly consults with a variety of global organizations, serves on the boards of several nonprofit organizations, and has held leadership roles in the Academy of Management (e.g., Careers Division Chair), the Southern Management Association, and the OBTS.

After earning an undergraduate music degree from the University of Miami, Suzanneearned her MBA and Ph.D. degrees from the Marshall School of Business at the University of Southern California (USC). Between the two degrees, she worked for five years as an organizational consultant in the aerospace industry.

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