NEGOTIATION & DISPUTE RESOLUTION

497 Pages·2019·829.873 MB·English

by  Beverly J. DeMarr, Suzanne C. de Janasz

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
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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