by DeMarr, de Janasz
ISBN: 978-0-9988140-3-2 | Copyright 2019Tabs
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:
• 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.
|PART I FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION (pg. 1)|
|1 Introduction (pg. 3)|
|2 The Language of Negotiation (pg. 33)|
|PART II NEGOTIATION PROCESSES (pg. 61)|
|3 Distributive Negotiations (pg. 63)|
|4 Integrative Negotiations (pg. 93)|
|5 Conflict and Dispute Resolution (pg. 123)|
|PART III INTERPERSONAL/CONTEXTUAL CHARACTERISTICS (pg. 153)|
|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)|
|PART IV NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS (pg. 325)|
|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)|
You must have an instructor account and submit a request to access instructor materials for this book.