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Negotiation
Communication for Diverse Settings
- Michael L Spangle - Regis University
- Myra Warren Isenhart - Organizational Communications, Inc., Shailesh Mehta School of Management Studies, Indian Institute of Technology, Mumbai
November 2002 | 456 pages | SAGE Publications, Inc
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
Introduction
Preface
1. Foundations of Negotiation
2. Contextual Nature of Negotiation
3. Theoretical Perspectives
William Ury
James Freund
4. Negotiation Processes
Lawrence Susskind
Marvin Johnson
Edward Selig
5. Qualities and Skills of Negotiators
Linda Putnam
Robert Waterman
6. When Negotiation Breaks Down
Elaine Freeman
Robert Coulson
Anthony Roisman
7. Interpersonal Negotiation
Marjorie Bribitzer
Christie Coates
Sam Keltner
8. Consumer Negotiation
Barbara Opotowky
Christine Beard
Russel Tourbeville
9. Organizational Negotiation
Joseph Rice
Annie Hill
Karen Graves
Judy Towers Reemstma
10. Community Negotiation
John Fiske
Wayne Carle
Charles Currie
11. International Negotiation
Peter Adler
Edward King
12. Integrating the Art with the Science of Negotiation
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.
Graham Centre for the Study of Communication, University Of Saskatchewan
August 27, 2014
