, Pearson New International Edition
Conflict Management: A Practical Guide
to Developing Negotiation Strategies
Barbara A. Budjac Corvette
First Edition
International_PCL_TP.indd 1 7/29/13 11
, Pearson Education Limited
Edinburgh Gate
Harlow
Essex CM20 2JE
England and Associated Companies throughout the world
Visit us on the World Wide Web at: www.pearsoned.co.uk
© Pearson Education Limited 2014
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted
in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without either the
prior written permission of the publisher or a licence permitting restricted copying in the United Kingdom
issued by the Copyright Licensing Agency Ltd, Saffron House, 6–10 Kirby Street, London EC1N 8TS.
All trademarks used herein are the property of their respective owners. The use of any trademark
in this text does not vest in the author or publisher any trademark ownership rights in such
trademarks, nor does the use of such trademarks imply any affiliation with or endorsement of this
book by such owners.
ISBN 10: 1-292-03999-X
ISBN 10: 1-269-37450-8
ISBN 13: 978-1-292-03999-2
ISBN 13: 978-1-269-37450-7
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Printed in the United States of America
Copyright_Pg_7_24.indd 1 7/29/13 11
, P E A R S O N C U S T O M L I B R A R Y
Table of Contents
1. Defining Negotiation and Its Components
Barbara A. Budjac Corvette 1
2. Personality
Barbara A. Budjac Corvette 11
3. Conflict
Barbara A. Budjac Corvette 33
4. Negotiation Style
Barbara A. Budjac Corvette 57
5. Key Negotiating Temperaments
Barbara A. Budjac Corvette 77
6. Communicating in Negotiation
Barbara A. Budjac Corvette 91
7. A Note on Cultural and Gender Differences
Barbara A. Budjac Corvette 107
8. Interests and Goals in Negotiation
Barbara A. Budjac Corvette 117
9. Understanding the Importance of Perception in Negotiation
Barbara A. Budjac Corvette 129
10. Effects of Power in Negotiation
Barbara A. Budjac Corvette 145
11. Asserting Yourself
Barbara A. Budjac Corvette 161
12. Principles of Persuasion
Barbara A. Budjac Corvette 177
13. Rules of Negotiation and Common Mistakes
Barbara A. Budjac Corvette 197
I
Conflict Management: A Practical Guide
to Developing Negotiation Strategies
Barbara A. Budjac Corvette
First Edition
International_PCL_TP.indd 1 7/29/13 11
, Pearson Education Limited
Edinburgh Gate
Harlow
Essex CM20 2JE
England and Associated Companies throughout the world
Visit us on the World Wide Web at: www.pearsoned.co.uk
© Pearson Education Limited 2014
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted
in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without either the
prior written permission of the publisher or a licence permitting restricted copying in the United Kingdom
issued by the Copyright Licensing Agency Ltd, Saffron House, 6–10 Kirby Street, London EC1N 8TS.
All trademarks used herein are the property of their respective owners. The use of any trademark
in this text does not vest in the author or publisher any trademark ownership rights in such
trademarks, nor does the use of such trademarks imply any affiliation with or endorsement of this
book by such owners.
ISBN 10: 1-292-03999-X
ISBN 10: 1-269-37450-8
ISBN 13: 978-1-292-03999-2
ISBN 13: 978-1-269-37450-7
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Printed in the United States of America
Copyright_Pg_7_24.indd 1 7/29/13 11
, P E A R S O N C U S T O M L I B R A R Y
Table of Contents
1. Defining Negotiation and Its Components
Barbara A. Budjac Corvette 1
2. Personality
Barbara A. Budjac Corvette 11
3. Conflict
Barbara A. Budjac Corvette 33
4. Negotiation Style
Barbara A. Budjac Corvette 57
5. Key Negotiating Temperaments
Barbara A. Budjac Corvette 77
6. Communicating in Negotiation
Barbara A. Budjac Corvette 91
7. A Note on Cultural and Gender Differences
Barbara A. Budjac Corvette 107
8. Interests and Goals in Negotiation
Barbara A. Budjac Corvette 117
9. Understanding the Importance of Perception in Negotiation
Barbara A. Budjac Corvette 129
10. Effects of Power in Negotiation
Barbara A. Budjac Corvette 145
11. Asserting Yourself
Barbara A. Budjac Corvette 161
12. Principles of Persuasion
Barbara A. Budjac Corvette 177
13. Rules of Negotiation and Common Mistakes
Barbara A. Budjac Corvette 197
I
