Negotiation and Dispute Resolution, 2e

by DeMarr, de Janasz

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

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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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