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 7: Interpersonal Negotiation
Every person is a potential adversary, even those whom we love. Only through dialogue are we saved from the enmity toward one another…. Dialogue can bring relationship into being, and it can bring into being once again a relationship that has died.
When friends or families engage in problem solving, they may not call it negotiation because of the term's connections to business; however, negotiation is occurring just the same. Each of the parties identifies needs, issues of concern, or problems that require discussion. Some issues require decision about substantive outcomes, and many require adjustments to the relationship. Underlying most substantive issues are implicit understandings and tacit rules that influence how parties conduct the relationship. Among the understandings negotiated ...