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, personalised 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.
Explores how personality and temperaments influence negotiation styles and techniques
Discusses the psychological and sociological factors—inherent in the negotiation process.
- Recognises the link between personality and conflict management styles.
- Provides effective strategies for different personality types and does not rely on just a few prescribed models.
Examines the relationship between conflict and negotiation—early in the text.
- Offers important research and theoretical background to support practical guidelines and suggestions.
Includes assessment instruments and exercises—throughout the text.
- Shows readers the complexity of both conflict management and negotiation.
- Helps readers become more skilled in negotiations by understanding how conflict often begins the negotiation process.
Offers small and large negotiation cases—in Appendix B.
- Helps readers identify their own negotiation and conflict management style.
- Encourages evaluation and development of one’s own negotiation strategies.
Provides ample opportunities to develop and try negotiation tactics—throughout the text.
- Provides an opportunity to develop skills and apply theory to practice.
- Gives instructors flexibility in terms of assignment material and case length.
- Uses exercises, cases and activities to help readers build their own negotiation skill set.
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