Conflict management: a practical guide to developing negotiation strategies
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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Defining Negotiation and Its Components
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Conflict Management: Pearson New International Edition: A Practical Guide to ...
Barbara A. Budjac Corvette
No preview available - 2013
action seeker addressed aggressive agreement alternatives anger approach assertive assess attitude attribution attribution theory avoid behavior believe cause chapter cognitive cognitive dissonance collaborative communication complex Confidential Information conflict counterpart creativity cultures decisions develop differences disconfirmation bias effective negotiation emotional intelligence emotional stability evaluate example Exercise Exhibit False F fear feel focus fundamental attributional error gotiation high need identify individuals interests and goals interpersonal intuitor issues judger Key Terms leadership locus of control Manny negative negotiating temperament negotiation process negotiation style parties passive-aggressive behavior perceive perception Performance Checklist personal power personality characteristics persuasion position practice pragmatist preference preparation prior public relations recognize relative resolution Review Questions Mark self-serving bias set your goal Shorty side situation skills Social Judgment Theory someone systems thinking tactics take in information techniques tend theory things tion Type A personalities types understanding Wilma