LEADER 03106oam 2200649 450 001 9910153084103321 005 20230803220448.0 010 $a1-292-05262-7 035 $a(CKB)2550000001160311 035 $a(SSID)ssj0001257138 035 $a(PQKBManifestationID)12460488 035 $a(PQKBTitleCode)TC0001257138 035 $a(PQKBWorkID)11275966 035 $a(PQKB)11625156 035 $a(MiAaPQ)EBC5174582 035 $a(MiAaPQ)EBC5187160 035 $a(MiAaPQ)EBC5833483 035 $a(MiAaPQ)EBC5137654 035 $a(MiAaPQ)EBC6400088 035 $a(Au-PeEL)EBL5137654 035 $a(CaONFJC)MIL543516 035 $a(OCoLC)1017000405 035 $a(EXLCZ)992550000001160311 100 $a20210428d2014 uy 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aNegotiation and dispute resolution /$fBeverly DeMarr, Suzanne De Janasz 205 $aFirst edition, Pearson new international edition. 210 1$aHarlow, England :$cPearson,$d[2014] 215 $a1 online resource (376 pages) $cillustrations, photographs 225 1 $aAlways learning 300 $aIncludes index. 311 $a1-292-03972-8 311 $a1-306-12265-1 320 $aIncludes bibliographical references and index. 327 $aCover -- Table of Contents -- 1. Introduction -- 2. The Language of Negotiation -- 3. Distributive Negotiations -- 4. Integrative Negotiations -- 5. Conflict and Dispute Resolution -- 6. Understanding Yourself and How That Impacts Negotiation -- 7. Communication in Negotiation -- 8. The Role and Importance of Persuasion in Negotiation -- 9. The Nature of the Relationship in Negotiating and Resolving Disputes -- 10. International Negotiations -- 11. Team and Multiparty Negotiations -- 12. Negotiating in the Workplace -- 13. Real Estate Negotiations: Commercial and Residential -- 14. Negotiating Your Future -- Appendix: Negotiating with Organized Labor -- Appendix: Resumes and Cover Letters -- Index. 330 $aFor courses in Negotiation/Dispute Resolution.   Complete and broad in coverage, this book addresses negotiations and dispute resolution in a wide variety of settings. Because skill development is an important part of becoming a masterful negotiator, concepts are augmented with numerous exercises, activities, role plays, and self-assessments. By combining theoretical foundations with experiential exercises, the book helps students develop their ability to negotiate and resolve conflicts in both personal and professional settings.  . 410 0$aAlways learning. 606 $aNegotiation 606 $aConflict management 606 $aMediation 615 0$aNegotiation. 615 0$aConflict management. 615 0$aMediation. 676 $a302.3 700 $aDeMarr$b Beverly$01374938 702 $aJanasz$b Suzanne De 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bUtOrBLW 906 $aBOOK 912 $a9910153084103321 996 $aNegotiation and dispute resolution$93408760 997 $aUNINA