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Negotiation : a contextual approach

Author: Michael Spangle; Myra Warren Isenhart
Publisher: London : SAGE, 2002.
Edition/Format:   Print book : EnglishView all editions and formats

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...


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Document Type: Book
All Authors / Contributors: Michael Spangle; Myra Warren Isenhart
ISBN: 0761923489 9780761923480 0761923497 9780761923497
OCLC Number: 50614738
Description: 450 pages
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: Michael Spangle and Myra Warren Isenhart.


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