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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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