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Negotiation
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Negotiation
Communication for Diverse Settings



September 2002 | 456 pages | SAGE Publications, Inc

Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.

Features of this text

  • Takes a communication perspective, analyzing the negotiation process and how different settings and elements affect negotiation strategies and techniques;
  • Discusses the cultural context of conflict in U.S. society throughout;
  • Introduces basic theoretical principles and practical steps in the negotiating process;
  • Moves on a continuum from micro (interpersonal) to macro (international) levels of negotiation;
  • Addresses the interpersonal skills necessary for effective negotiation, factors that cause negotiations to break down, and what to do when that happens;
  • Includes "Professional Profiles" interviews with professional negotiators from a variety of backgrounds;
  • Brings concepts to life for students through the use of boxed negotiation examples from a variety of contexts.

Recommended for upper-level undergraduate and graduate students taking courses in conflict management and negotiation. Also useful for students in applied programs, such as training and adult education courses in management development, conflict management, and negotiation.


 
Introduction
 
Preface
 
1. Foundations of Negotiation
Communication and negotiation

 
Economic and social-psychological dimensions of negotiation

 
The content of negotiation

 
Distributive and integrative approaches

 
Cooperative or Competitive

 
The importance of understanding context

 
Summary

 
 
2. Contextual Nature of Negotiation
Structure

 
Norms and Values

 
Relationship

 
Communication

 
Interdependence

 
Power

 
Summary

 
 
3. Theoretical Perspectives
Identity theory

 
Social interaction theory

 
Field theory

 
Human need theory

 
Rational choice and game theory

 
Transformation theory

 
Mutual gains theory

 
Summary

 
Professional Profile

William Ury
Professional Profile

James Freund
 
4. Negotiation Processes
Prenegotiation

 
Opening

 
Information sharing

 
Problem solving

 
Agreement

 
Summary

 
Professional Profile

Lawrence Susskind
Professional Profile

Marvin Johnson
Professional Profile

Edward Selig
 
5. Qualities and Skills of Negotiators
Qualities of the mind: Preparation and good questioning

 
Qualities of the heart: Listening, managing emotion, integrity

 
Qualities of courage: Speaking clearly, relationship building, creativitiy

 
Communication competence

 
Does personality style make a difference in negotiations?

 
Does gender influence effectiveness in negotiation?

 
Summary

 
Professional Profile

Linda Putnam
Professional Profile

Robert Waterman
 
6. When Negotiation Breaks Down
Barriers that create impasse

 
Overcoming barriers

 
When people are the problem

 
Mediation

 
Arbitration

 
Ethics

 
Summary

 
Professional Profile

Elaine Freeman
Professional Profile

Robert Coulson
Professional Profile

Anthony Roisman
 
7. Interpersonal Negotiation
Antecedents

 
Structure

 
Norms and values

 
Relationship

 
Communication

 
Interdependence

 
Power

 
Summary

 
Professional Profile

Marjorie Bribitzer
Professional Profile

Christie Coates
Professional Profile

Sam Keltner
 
8. Consumer Negotiation
The impact of choice

 
Lack of loyalty

 
Perception of entitlement

 
Consumer groups

 
Consumer relations

 
Seller tactics

 
Buyer tactics

 
E-negotiation

 
Consumer problems

 
Identity fraud

 
Contracts

 
Summary

 
Professional Profile

Barbara Opotowky
Professional Profile

Christine Beard
Professional Profile

Russel Tourbeville
 
9. Organizational Negotiation
Structure

 
Norms and Values

 
Relationship

 
Communication

 
Interdependence

 
Power

 
Salary negotiations

 
Professional Profile

Joseph Rice
Professional Profile

Annie Hill
Professional Profile

Karen Graves
Professional Profile

Judy Towers Reemstma
 
10. Community Negotiation
Structure

 
Norms and Values

 
Relationship

 
Communication

 
Interdependence

 
Power

 
Community negotiation processes

 
Summary

 
Professional Profile

John Fiske
Professional Profile

Wayne Carle
Professional Profile

Charles Currie
 
11. International Negotiation
Structure

 
Norms and Values

 
Relationship

 
Communication

 
Interdependence

 
Power

 
Summary

 
Professional Profile

Peter Adler
Professional Profile

Edward King
 
12. Integrating the Art with the Science of Negotiation
Contextual differences

 
Skills and processes

 
Barriers

 
Professional differences

 
New directions

 
Conclusion

 
 
References
 
Index
 
About the Authors
 
About the Contributors

I needed to supplement the text with readings in rhetorical theory and practice because it lacked a grounding in rhetorical theory.

Professor Jeanie Wills
Graham Centre for the Study of Communication, University Of Saskatchewan
August 27, 2014
Key features
  • Contains practitioner interviews.
  • Provides readers with real-world examples.
  • Emphasizes throughout the day-to-day relevance of negotiating skills.

Sample Materials & Chapters

1. Foundations of Negotiation


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