Negotiation
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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.
Contents
Introduction
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
- Professional Profile
- 4. Negotiation Processes
- Prenegotiation
- Opening
- Information sharing
- Problem solving
- Agreement
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 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
- Professional Profile
- 6. When Negotiation Breaks Down
- Barriers that create impasse
- Overcoming barriers
- When people are the problem
- Mediation
- Arbitration
- Ethics
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 7. Interpersonal Negotiation
- Antecedents
- Structure
- Norms and values
- Relationship
- Communication
- Interdependence
- Power
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 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
- Professional Profile
- Professional Profile
- 9. Organizational Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Salary negotiations
- Professional Profile
- Professional Profile
- Professional Profile
- Professional Profile
- 10. Community Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Community negotiation processes
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 11. International Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Summary
- Professional Profile
- Professional Profile
- 12. Integrating the Art with the Science of Negotiation
- Contextual differences
- Skills and processes
- Barriers
- Professional differences
- New directions
- Conclusion
References
References
Index
Index
About the Authors
About the Authors
About the Contributors
About the Contributors
Additional materials
Description
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.
Contents
Introduction
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
- Professional Profile
- 4. Negotiation Processes
- Prenegotiation
- Opening
- Information sharing
- Problem solving
- Agreement
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 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
- Professional Profile
- 6. When Negotiation Breaks Down
- Barriers that create impasse
- Overcoming barriers
- When people are the problem
- Mediation
- Arbitration
- Ethics
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 7. Interpersonal Negotiation
- Antecedents
- Structure
- Norms and values
- Relationship
- Communication
- Interdependence
- Power
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 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
- Professional Profile
- Professional Profile
- 9. Organizational Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Salary negotiations
- Professional Profile
- Professional Profile
- Professional Profile
- Professional Profile
- 10. Community Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Community negotiation processes
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 11. International Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Summary
- Professional Profile
- Professional Profile
- 12. Integrating the Art with the Science of Negotiation
- Contextual differences
- Skills and processes
- Barriers
- Professional differences
- New directions
- Conclusion
References
References
Index
Index
About the Authors
About the Authors
About the Contributors
About the Contributors
Additional materials
Reviews
Negotiation
Communication for Diverse Settings
September 2002 | 456 pages | Sage US
| Format | Published Date | ISBN | Price |
|---|
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.
Table Of Contents:
- 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
- Professional Profile
- 4. Negotiation Processes
- Prenegotiation
- Opening
- Information sharing
- Problem solving
- Agreement
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 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
- Professional Profile
- 6. When Negotiation Breaks Down
- Barriers that create impasse
- Overcoming barriers
- When people are the problem
- Mediation
- Arbitration
- Ethics
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 7. Interpersonal Negotiation
- Antecedents
- Structure
- Norms and values
- Relationship
- Communication
- Interdependence
- Power
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 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
- Professional Profile
- Professional Profile
- 9. Organizational Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Salary negotiations
- Professional Profile
- Professional Profile
- Professional Profile
- Professional Profile
- 10. Community Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Community negotiation processes
- Summary
- Professional Profile
- Professional Profile
- Professional Profile
- 11. International Negotiation
- Structure
- Norms and Values
- Relationship
- Communication
- Interdependence
- Power
- Summary
- Professional Profile
- Professional Profile
- 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