Negotiation : communication for diverse settings / by Michael Spangle and Myra Warren Isenhart.

Format:

Book

Author/Creator:

Spangle, Michael.

Contributor:

Isenhart, Myra Warren.

Language:

English

Subjects (All):

Conflict management.

Negotiation.

Physical Description:

1 online resource (xxii, 435 p.) : ill.

Edition:

1st ed.

Place of Publication:

Thousand Oaks, CA : SAGE, c2003.

Language Note:

English

Summary:

Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including inte

Contents:

Cover; Contents; Acknowledgments; Preface; Introduction; Chapter 1 - Foundations of Negotiation; Chapter 2 - Contextual Nature of Negotiation; Chapter 3 - Theoretical Perspectives; Chapter 4 - Negotiation Processes; Chapter 5 - Qualities and Skills of Effective Negotiators; Chapter 6 - When Negotiation Breaks Down; Chapter 7 - Interpersonal Negotiation; Chapter 8 - Consumer Negotiation; Chapter 9 - Organizational Negotiation; Chapter 10 - Community Negotiation; Chapter 11 - International Negotiation; Chapter 12 - Integrating the Art with the Science of Negotiation; References

About Those ProfiledIndex; About the Authors

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781506319261

1506319262

9781322422633

132242263X

9781483328652

1483328651

9781452245553

145224555X

OCLC:

809774316