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 interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.
Features of this text
Takes a communication perspective, analyzing the negotiation process and how different settings and elements affect negotiation strategies and techniques; Discusses the cultural context of conflict in U.S. society throughout; Introduces basic theoretical principles and practical steps in the negotiating process; Moves on a continuum from micro (interpersonal) to macro (international) levels of negotiation; Addresses the interpersonal skills necessary for effective negotiation, factors that cause negotiations to break down, and what to do when that happens; Includes “Professional Profiles” interviews with professional negotiators from a variety of backgrounds; Brings concepts to life for students through the use of boxed negotiation examples from a variety of contexts.
Recommended for upper-level undergraduate and graduate students taking courses in conflict management and negotiation. Also useful for students in applied programs, such as training and adult education courses in management development, conflict management, and negotiation.
Chapter 1: Foundations of Negotiation
Foundations of Negotiation
Ours is an age of negotiation. The fixed positions and solid values of the past seem to be giving way and new rules, roles, and relations have to be worked out. … Negotiation becomes not a transition but a way of life.
Tom serves as vice president of sales and marketing for TriCorp, a major supplier of components in the computer industry. His department consistently exceeds sales quotas. Recently, his staff complained to the CEO about Tom's outdated management practices, poorly targeted sales goals, and lack of responsiveness to staff suggestions about improving department processes. Tom says, “I've done things this way for 20 years. It's working. Why change it?” Staff members threaten to quit unless Tom ...