Negotiation Communication for Diverse Settings

ISBN-10: 0761923497

ISBN-13: 9780761923497

Edition: 2002

Authors: Michael L. Spangle, Myra Warren Isenhart

List price: $119.00 Buy it from $20.79
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Description:

This is a practical book on negotiation in all realms of life. The authors cover the steps in the negotiating process and describe the necessary interpersonal skills for effective negotiators. They look at the factors that cause negotiations to break down, what to do when that happens, and the ethical and moral dimensions of negotiation. Chapters 7-12 examine key areas of life in which negotiation takes place: interpersonal relations, the workplace, consumer settings, community relations, and international affairs.The book: Contains practitioner interviews Provides readers with real-world examples Emphasizes throughout the day-to-day relevance of negotiating skills
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Book details

List price: $119.00
Copyright year: 2002
Publisher: SAGE Publications, Incorporated
Publication date: 9/24/2002
Binding: Paperback
Pages: 456
Size: 6.75" wide x 9.75" long x 1.25" tall
Weight: 2.112
Language: English

Myra Warren Isenhart teaches, writes, and consults about topics in organizational communication. Currently a faculty member at the University of Denver, she has also served on faculties at the University of Colorado at Denver and St. Thomas Theological Seminary. Her MA & PhD are in Human Communication. She is a speaker and author on conflict management in the workplace. She has published a articles in communication journals and coauthored Collaborative Approaches to Conflict Management also published by Sage. Her clients are broad based, with concentrations in health care, software development, and government. She serves on several nonprofit boards.

Introduction
Preface
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
Contextual Nature of Negotiation
Structure
Norms and Values
Relationship
Communication
Interdependence
Power
Summary
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
Negotiation Processes
Prenegotiation
Opening
Information sharing
Problem solving
Agreement
Summary
Professional Profile
Professional Profile
Professional Profile
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
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
Interpersonal Negotiation
Antecedents
Structure
Norms and values
Relationship
Communication
Interdependence
Power
Summary
Professional Profile
Professional Profile
Professional Profile
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
Organizational Negotiation
Structure
Norms and Values
Relationship
Communication
Interdependence
Power
Salary negotiations
Professional Profile
Professional Profile
Professional Profile
Professional Profile
Community Negotiation
Structure
Norms and Values
Relationship
Communication
Interdependence
Power
Community negotiation processes
Summary
Professional Profile
Professional Profile
Professional Profile
International Negotiation
Structure
Norms and Values
Relationship
Communication
Interdependence
Power
Summary
Professional Profile
Professional Profile
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
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