NEGOTIATION & DISPUTE RESOLUTION PDF
Preview NEGOTIATION & DISPUTE RESOLUTION
NEGOTIATION DISPUTE & RESOLUTION second edition Beverly J. DeMarr Suzanne C. de Janasz NEGOTIATION AND DISPUTE RESOLUTION NEGOTIATION AND DISPUTE RESOLUTION Second Edition Beverly J. DeMarr, Ph.D. Ferris StateUniversity Suzanne C. de Janasz, Ph.D. George MasonUniversity ©2019CHICAGOBUSINESSPRESS NEGOTIATION&DISPUTERESOLUTION,SECONDEDITION ALLRIGHTSRESERVED.Nopart ofthisworkcoveredbythecopyrighthereinmaybe reproduced,transmitted,storedorused inanyformorbyanymeansgraphic,electronic,or mechanical,includingbutnotlimitedtophotocopying,recording,scanning,digitizing,taping, web distribution,informationnetworks,orinformationstorage andretrievalsystems,except aspermitted underSection107or108ofthe1976United StatesCopyrightAct,without the priorwrittenpermissionofthepublisher. Forproduct informationorassistancevisit:www.chicagobusinesspress.com PrintEdition ISBN13:9780998814032 ISBN10:0998814032 Ebook ISBN13:9781948426039 ISBN10:194842603X Dedication To RussellCioe and Fisher Ewbank, the bundles of joy that took title to my heart when they drew their first breath. ~Bev To my father, Stan Cooper, who was a model of strength, courage,and perseverance; you are forever in my heart. To my children, Gabby and Alex, who continue to makeme proud in somany ways. To my mother, my friends, my loved ones, and my colleagues, who have been a source of inspiration, renewal,and support. ~Suzanne BRIEF CONTENTS Preface xvii AdditionalResourcesxxi AbouttheAuthorsxxiii PartI FOUNDATIONSOFNEGOTIATION ANDDISPUTERESOLUTION 1 1 Introduction 3 2 The Language ofNegotiation 33 II Part NEGOTIATION PROCESSES 61 3 Distributive Negotiations 63 4 Integrative Negotiations 93 5 Conflict and Dispute Resolution 123 PartIII INTERPERSONAL/CONTEXTUAL CHARACTERISTICS 153 6 UnderstandingYourselfand How ThatImpacts Negotiation 155 7 Communication in Negotiation 183 8 The Role and Importance ofPersuasion in Negotiation 213 9 The Nature ofthe Relationship in Negotiating and Resolving Disputes 243 10 InternationalNegotiations 275 11 Team and MultipartyNegotiations 303 PartIV NEGOTIATION ANDDISPUTERESOLUTION APPLICATIONS 325 12 Negotiating in the Workplace 327 13 Negotiating the Purchase or Sale ofan Automobile 357 14 RealEstate Negotiations:Commercialand Residential 377 15 Negotiating Your Future 405 Appendices A Negotiating with Organized Labor 441 B Resumes and CoverLetters 451 Index455 vii CONTENTS Preface xvii WhyThisBook?xvii NewtoThisEdition xvii Designofthe Book xix AdditionalResourcesxxi CourseBANKxxi Instructor’sManual xxi TestBank xxi Powerpoints xxi AbouttheAuthorsxxiii Acknowledgments xxiv I Part FOUNDATIONSOFNEGOTIATION ANDDISPUTERESOLUTION 1 1 Introduction 3 WhyStudyNegotiation? 5 Negotiation:It’sEverywhere 5 Negotiation:It’sfor Everyone 7 CharacteristicsofNegotiation 8 TheNature ofNegotiation 10 Interdependence10 ApproachestoNegotiation 10 Interests versusIssues 11 TheRoleofIncentives 12 Conflict 14 Preparation:ClarifyingGoalsandInterests 14 Preparation:The ImportanceofResearch16 EthicsinNegotiation 17 Overviewofthe Book 18 Summary 19 EthicalDilemma:TheResearchProject 20 Exercise1.1ATripDownMemoryLane21 Exercise1.2Mirror, MirrorontheWall/InitialSelfEvaluation 25 Exercise1.3How DoOthersSeeYouasaNegotiator? 26 Exercise1.4Identifying Interests andIssues 28 Exercise1.5ThreeArrowsinYour Quiver30 Exercise1.6FreezeFrame/ThePokerFace 30 Exercise1.7NegotiatingOver ClassroomDevicePolicy31 2 The Language ofNegotiation 33 BargainingMix 34 InitialOffers 35 TargetPoint 36 ix
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