Negotiation

For more than two decades, Michael Spangle, Ph.D. has provided training or consulting for a wide variety of organizations including J.D. Edwards, Time/Warner, I.B.M., Inflow Inc., the U.S. Department of Health and Human Services, The National Association of Realtors, and the U.S. Navy, as well as schools, churches, and hospitals. He served as Director of Graduate Studies in Applied Communication and Alternate Dispute Resolution at the University of Denver and Director of Faculty and Curriculum for the School of Professional Studies at Regis University. In addition to a Ph.D. in Speech Communication from the University of Denver, he completed an M.S. in Education from Kearney State College and an M.Div. from Luther Theological Seminary. He teaches university courses in negotiation, mediation, facilitation, team communication, and leadership. He is co-author of two other books, including Collaborative Approaches to Resolving Conflict, also published by Sage.Myra Warren Isenhart teaches, writes, and consults about topics in organizational communication. Currently a faculty member at the University of Denver, she has also served on faculties at the University of Colorado at Denver and St. Thomas Theological Seminary. Her MA & PhD are in Human Communication. She is a speaker and author on conflict management in the workplace. She has published a articles in communication journals and coauthored Collaborative Approaches to Conflict Management also published by Sage. Her clients are broad based, with concentrations in health care, software development, and government. She serves on several nonprofit boards.

I needed to supplement the text with readings in rhetorical theory and practice because it lacked a grounding in rhetorical theory.

• IntroductionPreface1. Foundations of NegotiationCommunication and negotiationEconomic and social-psychological dimensions of negotiationThe content of negotiationDistributive and integrative approachesCooperative or CompetitiveThe importance of understanding contextSummary2. Contextual Nature of NegotiationStructureNorms and ValuesRelationshipCommunicationInterdependencePowerSummary3. Theoretical PerspectivesIdentity theorySocial interaction theoryField theoryHuman need theoryRational choice and game theoryTransformation theoryMutual gains theorySummaryProfessional Profile - William Ury Professional Profile - James Freund4. Negotiation ProcessesPrenegotiationOpeningInformation sharingProblem solvingAgreementSummaryProfessional Profile - Lawrence SusskindProfessional Profile - Marvin JohnsonProfessional Profile - Edward Selig5. Qualities and Skills of NegotiatorsQualities of the mind: Preparation and good questioningQualities of the heart: Listening, managing emotion, integrityQualities of courage: Speaking clearly, relationship building, creativitiyCommunication competenceDoes personality style make a difference in negotiations?Does gender influence effectiveness in negotiation?SummaryProfessional Profile - Linda PutnamProfessional Profile - Robert Waterman6. When Negotiation Breaks DownBarriers that create impasseOvercoming barriersWhen people are the problemMediationArbitrationEthicsSummaryProfessional Profile - Elaine FreemanProfessional Profile - Robert CoulsonProfessional Profile - Anthony Roisman7. Interpersonal NegotiationAntecedentsStructureNorms and valuesRelationshipCommunicationInterdependencePowerSummaryProfessional Profile - Marjorie BribitzerProfessional Profile - Christie CoatesProfessional Profile - Sam Keltner8. Consumer NegotiationThe impact of choiceLack of loyaltyPerception of entitlementConsumer groupsConsumer relationsSeller tacticsBuyer tacticsE-negotiationConsumer problemsIdentity fraudContractsSummaryProfessional Profile - Barbara OpotowkyProfessional Profile - Christine BeardProfessional Profile - Russel Tourbeville9. Organizational NegotiationStructureNorms and ValuesRelationshipCommunicationInterdependencePowerSalary negotiationsProfessional Profile - Joseph RiceProfessional Profile - Annie HillProfessional Profile - Karen GravesProfessional Profile - Judy Towers Reemstma10. Community NegotiationStructureNorms and ValuesRelationshipCommunicationInterdependencePowerCommunity negotiation processesSummaryProfessional Profile - John FiskeProfessional Profile - Wayne CarleProfessional Profile - Charles Currie11. International NegotiationStructureNorms and ValuesRelationshipCommunicationInterdependencePowerSummaryProfessional Profile - Peter AdlerProfessional Profile - Edward King12. Integrating the Art with the Science of NegotiationContextual differencesSkills and processesBarriersProfessional differencesNew directionsConclusionReferencesIndexAbout the AuthorsAbout the Contributors