About the Book
Table of Contents:
PART I FOUNDATIONS OF NEGOTIATION AND DISPUTE RESOLUTION
Chapter 1 Introduction
Chapter 2 The Language of Negotiation
PART II NEGOTIATION PROCESSES
Chapter 3 Distributive Negotiations
Chapter 4 Integrative Negotiations
Chapter 5 Conflict and Dispute Resolution
PART III INTERPERSONAL/CONTEXTUAL CHARACTERISTICS
Chapter 6 Understanding Yourself and How That Impacts Negotiation
Chapter 7 Communication in Negotiation
Chapter 8 The Role and Importance of Persuasion in Negotiation
Chapter 9 The Nature of the Relationship in Negotiating and Resolving Disputes
Chapter 10 International Negotiations
Chapter 11 Team and Multiparty Negotiations
PART IV NEGOTIATION AND DISPUTE RESOLUTION APPLICATIONS
Chapter 12 Negotiating in the Workplace
Chapter 13 Negotiating the Purchase or Sale of an Automobile
Chapter 14 Real Estate Negotiations: Commercial and Residential
Chapter 15 Negotiating Your Future
Appendix A Negotiating with Organized Labor
Appendix B Resumes and Cover Letters
About the Author :
Beverly J. DeMarr is a Professor of Management at Ferris State University where she regularly teaches classes in Compensation, Human Resources, and Negotiations. She received her Ph.D. in Organizational Behavior/Human Resource Management and Master of Labor and Industrial Relations from Michigan State University, MBA from Grand Valley State University, and BSBA from Aquinas College. Her publications include Negotiation and Dispute Resolution 2e (DeMarr & de Janasz, 2019) and Human Resource Management 5e, (Gowan, DeMarr, & David, 2023), as well as articles in Personnel Psychology, Journal of Business Ethics, Human Relations, Public Personnel Management, the International Journal of Conflict Management, and Management Teaching Review (MTR). Dr. DeMarr is an active member of the Academy of Management (AOM) and the Management and Organizational Behavior Teaching Society (MOBTS) and regularly presents at their annual conferences. She was awarded the AOM Management Education Division’s (MED) J.B. “Ben” Arbaugh Outstanding Member Contribution & Leadership Award in 2024, MTR’s Best Pedagogical Contribution Award for 2021, and a number of teaching awards. She currently serves on the Journal of Management Education’s Editorial Review Board and is a Mentoring Program Coordinator for MED. She also chaired AOM’s All-Academy Teaching Theme Committee from 2016-2019.
Suzanne C. de Janasz, Ph.D., is currently a Visiting Professor of Management and Conflict Analysis and Resolution (a joint appointment) at George Mason University in Fairfax, Virginia. Previously, Suzanne served as the Thomas Gleed Distinguished Chair of Business Administration at Seattle University in Seattle, Washington, where she taught undergrad and MBA students, mentored junior faculty, and directed the Seattle branch of HERA (Her Equality Rights and Autonomy), a UK-based charity which empowers formerly trafficked or exploited women with career and entrepreneurship development and mentoring. Prior to coming to Seattle, Suzanne was Professor of Leadership and Organization Development at IMD in Lausanne, Switzerland, where she designed and delivered programs for mid-level and senior executives in global companies, specializing in leadership, negotiations, mentoring and careers, organizational development and change, creativity/innovation, work–life balance, entrepreneurship, and interpersonal/ managerial skills. The recipient of multiple teaching awards, including the 2017 Mid-Career Distinguished Educator Award from the OBTS Teaching Society for Management Educators and a Fulbright Fellowship (Warsaw University in Poland), Suzanne continues to teach executives around the world (on five continents!) for ESMT (Berlin, Germany) and other schools (e.g., IEDC in Slovenia, QUT in Australia). Suzanne’s research on mentoring, careers, authenticity, work–family conflict, and leadership appears in journals such as Harvard Business Review, Academy of Management Executive, Journal of Organizational Behavior, Journal of Vocational Behavior, British Journal of Management, Career Development International, and Journal of Management Education and features frequently in domestic and international newspapers, online publications (she’s a featured blogger for Huffington Post), and radio programs. The sixth edition of her text Interpersonal Skills in Organizations (coauthored with Karen Dowd and Beth Schneider) will be published in early 2018. She regularly consults with a variety of global organizations, serves on the boards of several nonprofit organizations, and has held leadership roles in the Academy of Management (e.g., Careers Division Chair), the Southern Management Association, and the OBTS. After earning an undergraduate music degree from the University of Miami, Suzanne earned her MBA and Ph.D. degrees from the Marshall School of Business at the University of Southern California (USC). Between the two degrees, she worked for five years as an organizational consultant in the aerospace industry.
