Conflict Management, Pearson New International Edition, 1st edition

Published by Pearson (November 1, 2013) © 2014

  • Barbara A. Budjac Corvette
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Title overview

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, personalised 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

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