Negotiation : communication for diverse settings /: communication for diverse settings. ([2013?])

• Record Type: Book
• 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; 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;
• 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.