Synopses & Reviews
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 tolife 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.
Synopsis
This is a practical book on negotiation in all realms of life. The authors cover the theory and then examine key areas where negotiation takes place. The book contains interviews, real-world examples and emphasizes throughout the day-to-day relevance of negotiating skills.
Synopsis
This book provides a comprehensive overview of the negotiation process as it can be applied across a wide variety of contexts. In addition to providing the basic theoretical principles of negotiation that are applicable in a wide variety of situations, the authors highlight differences in the negotiation process that may occur when the context of the negotiation changes.
The authors use practitioner interviews and real world examples throughout the book to emphasize the day-to-day relevance of negotiating skills, providing the knowledge that is vital to being a successful negotiator in a variety of situations.
Synopsis
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.