Conflict Management: A Practical Guide to Developing Negotiation Strategies / Edition 1

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Overview

Well honed negotiating skills can benefit everyone both personally and professionally. This book explores how to develop critical negotiation skills using a very individual, personalized approach. It examines how personality and temperaments influence negotiation styles and techniques and provides numerous strategies proven effective with different personality types. Readers become more skilled in negotiations by understanding how conflict often begins the negotiation process. Exercises, self-assessment tools, and examples give readers an opportunity to identify, develop, practice, and perfect their own unique set of negotiation skills. Recognizes the link between personality and conflict management styles. Discusses psychological and sociological factors along with gender and cultural differences inherent in thenegotiation process. Offers self-assessment exercises to help readers identify their personal negotiation and conflict management styles. Looks at rules of negotiation and the common mistakes we all make. Covers team negotiation and third-party negotiation. For courses in business and communications or for anyone interested in improving personal negotiating skills.

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Product Details

  • ISBN-13: 9780131193239
  • Publisher: Prentice Hall
  • Publication date: 2/17/2006
  • Edition description: 1ST
  • Edition number: 1
  • Pages: 336
  • Sales rank: 644,936
  • Product dimensions: 6.90 (w) x 9.10 (h) x 0.50 (d)

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

APPENDIX A: Personality and Behavior Assessment Resources

APPENDIX B: Cases for Negotiation

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