TY  - BOOK
AU  - Barbara A Budjac Corvette
TI  - Conflict Management: a practical guide to developing negotiation strategies 
SN  - 9789332543195
U1  - 658.4/053 B2324 C 
PY  - 2015///
CY  - New Delhi
PB  - Pearson 
KW  - Conflict management
KW  - Negotiation in business
KW  - Strategic planning
N1  - 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; 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 and common mistakes -- The negotiation process and preparation -- Alternative styles, strategies, and techniques of negotiation -- Team negotiation -- Negotiation in leadership and public relations -- Third-party intervention -- Using your personal negotiating power -- Post-negotiation evaluation
UR  - http://www.loc.gov/catdir/toc/ecip0518/2005025179.html
ER  -