Negotiation : communication for diverse settings /: communication for diverse settings. ([2013?])
- Record Type:
- Book
- Title:
- Negotiation : communication for diverse settings /: communication for diverse settings. ([2013?])
- Main Title:
- Negotiation : communication for diverse settings
- Further Information:
- Note: Michael Spangle, Myra Warren Isenhart.
- Authors:
- Spangle, Michael
Isenhart, Myra Warren - 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 - William Ury; Professional Profile - James Freund; 4. Negotiation Processes; Prenegotiation; Opening; Information sharing; Problem solving; Agreement; Summary; Professional Profile - Lawrence Susskind; Professional Profile - Marvin Johnson; Professional Profile - Edward Selig; 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 - Linda Putnam; Professional Profile - Robert Waterman; 6. When Negotiation Breaks Down; Barriers that create impasse; Overcoming barriers; When people are the problem; Mediation;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 - William Ury; Professional Profile - James Freund; 4. Negotiation Processes; Prenegotiation; Opening; Information sharing; Problem solving; Agreement; Summary; Professional Profile - Lawrence Susskind; Professional Profile - Marvin Johnson; Professional Profile - Edward Selig; 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 - Linda Putnam; Professional Profile - Robert Waterman; 6. When Negotiation Breaks Down; Barriers that create impasse; Overcoming barriers; When people are the problem; Mediation; Arbitration; Ethics; Summary; Professional Profile - Elaine Freeman; Professional Profile - Robert Coulson; Professional Profile - Anthony Roisman; 7. Interpersonal Negotiation; Antecedents; Structure; Norms and values; Relationship; Communication; Interdependence; Power; Summary; Professional Profile - Marjorie Bribitzer; Professional Profile - Christie Coates; Professional Profile - Sam Keltner; 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 - Barbara Opotowky; Professional Profile - Christine Beard; Professional Profile - Russel Tourbeville; 9. Organizational Negotiation; Structure; Norms and Values; Relationship; Communication; Interdependence; Power; Salary negotiations; Professional Profile - Joseph Rice; Professional Profile - Annie Hill; Professional Profile - Karen Graves; Professional Profile - Judy Towers Reemstma; 10. Community Negotiation; Structure; Norms and Values; Relationship; Communication; Interdependence; Power; Community negotiation processes; Summary; Professional Profile - John Fiske; Professional Profile - Wayne Carle; Professional Profile - Charles Currie; 11. International Negotiation; Structure; Norms and Values; Relationship; Communication; Interdependence; Power; Summary; Professional Profile - Peter Adler; Professional Profile - Edward King; 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; … (more)
- Publisher Details:
- Thousand Oaks : SAGE Publications, Inc
- Publication Date:
- 2013
- Copyright Date:
- 2003
- Extent:
- 1 online resource ( xxii, 435 pages), illustrations
- Subjects:
- 303.69
Conflict management
Negotiation - Languages:
- English
- ISBNs:
- 9781452245553
- Related ISBNs:
- 145224555X
0761923489
0761923497 - Notes:
- Note: Includes bibliographical references and index.
- Access Rights:
- Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
- Access Usage:
- Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.
- View Content:
- Available online (eLD content is only available in our Reading Rooms) ↗
- Physical Locations:
- British Library HMNTS - ELD.DS.30820
- Ingest File:
- 04_002.xml