Test Bank for Negotiation and Dispute Resolution by DeMarr

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Test Bank for Negotiation and Dispute Resolution by DeMarr

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PART ONE: FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION

1. Introduction

2. The Language of Negotiation

PART TWO: NEGOTIATION PROCESSES

3. Distributive Negotiations

4. Integrative Negotiations

5. Conflict and Dispute Resolution

PART THREE: INTERPERSONAL/CONTEXTUAL CHARACTERISTICS

6. Understanding Yourself and How that Impacts Negotiation

7. Communication in Negotiation

8. The Role and Importance of Persuasion in Negotiation

9. The Nature of the Relationship in Negotiating and Resolving Disputes

10. International Negotiations

11. Team and Multi-Party Negotiations

PART FOUR: NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS

12. Negotiating in the Workplace

13. Negotiating the Purchase or Sale of an Automobile

14. Real Estate Negotiations: Commercial and Residential

15. Negotiating Your Future

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