Includes:
PART I: Foundations of Negotiation and Conflict Resolution, Introduction, The Language of Negotiation,
PART II: Negotiation Processes, Distributive Negotiations, Integrative Negotiations, Conflicts and Conflict Resolution,
PART III: Interpersonal Characteristics/Contextual Characteristics, Self-awareness and its Impact on Negotiations, Communication in Negotiations, The Role and Importance of Persuasion in Negotiations, The Nature of Relationships in Negotiations and Conflict Resolution, International Negotiations, Group and Multilateral Negotiations,
PART IV: Applications of Negotiation and Conflict Resolution Theories, Negotiations in the Workplace, Car Buying or Selling Negotiations, Real Estate Negotiations for Housing or Commercial Use, Negotiations for the Future,
APPENDIX A: Negotiating with Labor Unions,
APPENDIX B: Curriculum Vitae and Cover Letters, Index