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Negotiation and Dispute Resolution, Second Edition utilizes an applied approach to covering basic negotiation concepts while highlighting a broad range of topics on the subject. Authors Beverly J. DeMarr and Suzanne C. de Janasz help students develop the ability to successfully negotiate and resolve conflicts in a wide variety of situations in both their professional and personal lives.
List of contents
PART I FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION
Chapter 1 Introduction
Chapter 2 The Language of Negotiation
PART II NEGOTIATION PROCESSES
Chapter 3 Distributive Negotiations
Chapter 4 Integrative Negotiations
Chapter 5 Conflict and Dispute Resolution
PART III INTERPERSONAL/CONTEXTUAL CHARACTERISTICS
Chapter 6 Understanding Yourself and How That Impacts Negotiation
Chapter 7 Communication in Negotiation
Chapter 8 The Role and Importance of Persuasion in Negotiation
Chapter 9 The Nature of the Relationship in Negotiating and Resolving Disputes
Chapter 10 International Negotiations
Chapter 11 Team and Multiparty Negotiations
PART IV NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS
Chapter 12 Negotiating in the Workplace
Chapter 13 Negotiating the Purchase or Sale of an Automobile
Chapter 14 Real Estate Negotiations: Commercial and Residential
Chapter 15 Negotiating Your Future
Appendix A Negotiating with Organized Labor
Appendix B Resumes and Cover Letters
About the author
Beverly J. DeMarr is a Professor of Management at Ferris State University where she regularly teaches classes in Compensation, Human Resources, and Negotiations. She received her Ph.D. in Organizational Behavior/Human Resource Management and Master of Labor and Industrial Relations from Michigan State University, MBA from Grand Valley State University, and BSBA from Aquinas College. Her publications include
Negotiation and Dispute Resolution 2e (DeMarr & de Janasz, 2019) and
Human Resource Management 5e, (Gowan, DeMarr, & David, 2023), as well as articles in
Personnel Psychology, Journal of Business Ethics, Human Relations, Public Personnel Management, the International Journal of Conflict Management, and
Management Teaching Review (MTR). Dr. DeMarr is an active member of the Academy of Management (AOM) and the Management and Organizational Behavior Teaching Society (MOBTS) and regularly presents at their annual conferences. She was awarded the AOM Management Education Division's (MED)
J.B. "Ben" Arbaugh Outstanding Member Contribution & Leadership Award in 2024,
MTR's Best Pedagogical Contribution Award for 2021, and a number of teaching awards. She currently serves on the Journal of Management Education's Editorial Review Board and is a Mentoring Program Coordinator for MED. She also chaired AOM's All-Academy Teaching Theme Committee from 2016-2019.
