Appropriate Courses: Conflict Management and Negotiation. Becoming an effective negotiator is a universal skill that can benefit all. Unlike other books, Conflict Management explores how to develop this universal skill, using a very individual, personalized approach. Grounded in theory and research, it examines the psychological and sociological factors inherent in the negotiation process. It explores the complexities of negotiations, by looking at how conflict is related and how temperaments and personality traits impact the process. Filled with exercises, self-assessment tools, examples, and cases, the book links theory to practice and gives readers an opportunity to develop, practice, and perfect their own unique set of negotiation skills.

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