Conflict management: a practical guide to developing negotiation strategies

Abstract

Defining negotiation and its components -- Personality -- Conflict -- Negotiation style -- Key negotiating temperaments -- Communicating in negotiation -- A note on cultural and gender differences -- Interests and goals in negotiation -- Understanding the importance of perception in negotiation -- Effects of power in negotiation -- Asserting yourself -- Principles of persuasion -- Rules of negotiation & common mistakes -- The negotiation process and preparation -- Alternative styles, strategies, & techniques of negotiation -- Team negotiation -- Negotiation in leadership and public relations -- Third-party intervention -- Using your personal negotiating power -- Post-negotiation evaluation.