skip to content
Negotiation : communication for diverse settings Preview this item
ClosePreview this item
Checking...

Negotiation : communication for diverse settings

Author: Michael Spangle
Publisher: Thousand Oaks, CA : Sage, ©2003
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

A practical book on negotiation in various realms of life. It covers the steps in the negotiating process and describes the necessary interpersonal skills for effective negotiators. It looks at the  Read more...

Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Document Type: Book
All Authors / Contributors: Michael Spangle
ISBN: 0761923489 9780761923480 0761923497 9780761923497
OCLC Number: 464295219
Description: xxii, 435 s. : illustrations ; 26 cm
Contents: IntroductionPreface1. 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 Summary2. Contextual Nature of Negotiation Structure Norms and Values Relationship Communication Interdependence Power Summary3. 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 Freund4. Negotiation Processes Prenegotiation Opening Information sharing Problem solving Agreement Summary Professional Profile - Lawrence Susskind Professional Profile - Marvin Johnson Professional Profile - Edward Selig5. 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 Waterman6. 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 Roisman7. Interpersonal Negotiation Antecedents Structure Norms and values Relationship Communication Interdependence Power Summary Professional Profile - Marjorie Bribitzer Professional Profile - Christie Coates Professional Profile - Sam Keltner8. 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 Tourbeville9. 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 Reemstma10. 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 Currie11. International Negotiation Structure Norms and Values Relationship Communication Interdependence Power Summary Professional Profile - Peter Adler Professional Profile - Edward King12. Integrating the Art with the Science of Negotiation Contextual differences Skills and processes Barriers Professional differences New directions ConclusionReferencesIndexAbout the AuthorsAbout the Contributors
Responsibility: by Michael Spangle and Myra Warren Isenhart

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(2)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/464295219> # Negotiation : communication for diverse settings
    a schema:CreativeWork, schema:Book ;
   library:oclcnum "464295219" ;
   library:placeOfPublication <http://experiment.worldcat.org/entity/work/data/1104843846#Place/thousand_oaks_ca> ; # Thousand Oaks, CA
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/cau> ;
   schema:about <http://id.worldcat.org/fast/874778> ; # Conflict management
   schema:about <http://id.worldcat.org/fast/1035551> ; # Negotiation
   schema:bookFormat bgn:PrintBook ;
   schema:contributor <http://viaf.org/viaf/167003497> ; # Michael Spangle
   schema:copyrightYear "2003" ;
   schema:datePublished "2003" ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/1104843846> ;
   schema:inLanguage "en" ;
   schema:name "Negotiation : communication for diverse settings" ;
   schema:productID "464295219" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/464295219#PublicationEvent/thousand_oaks_ca_sage_2003> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/1104843846#Agent/sage> ; # Sage
   schema:workExample <http://worldcat.org/isbn/9780761923497> ;
   schema:workExample <http://worldcat.org/isbn/9780761923480> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/464295219> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/1104843846#Place/thousand_oaks_ca> # Thousand Oaks, CA
    a schema:Place ;
   schema:name "Thousand Oaks, CA" ;
    .

<http://id.worldcat.org/fast/1035551> # Negotiation
    a schema:Intangible ;
   schema:name "Negotiation" ;
    .

<http://id.worldcat.org/fast/874778> # Conflict management
    a schema:Intangible ;
   schema:name "Conflict management" ;
    .

<http://viaf.org/viaf/167003497> # Michael Spangle
    a schema:Person ;
   schema:familyName "Spangle" ;
   schema:givenName "Michael" ;
   schema:name "Michael Spangle" ;
    .

<http://worldcat.org/isbn/9780761923480>
    a schema:ProductModel ;
   schema:isbn "0761923489" ;
   schema:isbn "9780761923480" ;
    .

<http://worldcat.org/isbn/9780761923497>
    a schema:ProductModel ;
   schema:isbn "0761923497" ;
   schema:isbn "9780761923497" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.