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.

Introduction Preface 1. 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 Summary 2. Contextual Nature of Negotiation Structure Norms and Values Relationship Communication Interdependence Power Summary 3. 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 Freund 4. Negotiation Processes Prenegotiation Opening Information sharing Problem solving Agreement Summary Professional Profile - Lawrence Susskind Professional Profile - Marvin Johnson Professional Profile - Edward Selig 5. 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 Waterman 6. 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 Roisman 7. Interpersonal Negotiation Antecedents Structure Norms and values Relationship Communication Interdependence Power Summary Professional Profile - Marjorie Bribitzer Professional Profile - Christie Coates Professional Profile - Sam Keltner 8. 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 Tourbeville 9. 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 Reemstma 10. 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 Currie 11. International Negotiation Structure Norms and Values Relationship Communication Interdependence Power Summary Professional Profile - Peter Adler Professional Profile - Edward King 12. Integrating the Art with the Science of Negotiation Contextual differences Skills and processes Barriers Professional differences New directions Conclusion References Index About the Authors About the Contributors