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Negotiation
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Negotiation
Communication for Diverse Settings

First Edition


December 2011 | 460 pages | SAGE Publications Pvt. Ltd
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
- 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
 
Preface
 
Introduction
 
I: FOUNDATIONS OF NEGOTIATION
 
Contextual Nature of Negotiation
 
Theoretical Perspectives
 
Negotiation Processes
 
Qualities and Skills of Effective Negotiators
 
When Negotiation Breaks Down
 
II: INTERPERSONAL NEGOTIATION
 
Consumer Negotiation
 
Organizational Negotiation
 
Community Negotiation
 
International Negotiation
 
Integrating the Art with the Science of Negotiation
 
References
 
Index

clear, well organized coverage of negotiation process and related issues

Barry Nocks
Clemson University

Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges.

Dr. Cephas Lerewonu
MARQUETTE UNIVERSITY LES ASPIN CENTER

A great overview of what it takes to excel as a negotiator.

Nicholas J. Chabra
Pfeiffer University

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