Negotiation: Communication for Diverse Settings [Hardcover]

Michael L. Spangle (Author), Myra Warren Isenhart (Author)

Book Description

Publication Date: September 24, 2002 | ISBN-10: 0761923489 | ISBN-13: 978-0761923480

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.

Editorial Reviews

About the Author

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.

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.

Product Details

• Hardcover: 456 pages
• Publisher: Sage Publications, Inc (September 24, 2002)
• Language: English
• ISBN-10: 0761923489
• ISBN-13: 978-0761923480
• Product Dimensions: 10.3 x 7.1 x 1.3 inches
• Shipping Weight: 2.4 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #4,748,346 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5.0 out of 5 stars Negotiation Handbook For All, July 19, 2010

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Lydia Mansfield (Portland, OR) - See all my reviews

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This review is from: Negotiation: Communication for Diverse Settings (Paperback)

This text was required for a class but has been a thorough and diverse manual for strategizing all forms of negotiations, whether business or personal. I have found it invaluable for setting guidelines, exposing weaknesses, and building on successful interpersonal transactions, no matter how large or small. I would label this book the Handbook of Negotiations - a must for beginners and intermediate negotiators.

5.0 out of 5 stars Learn to Negotiate, September 11, 2009

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MythEwe (Portland, OR, USA) - See all my reviews

This review is from: Negotiation: Communication for Diverse Settings (Paperback)

The only issue I had with this book was over a discussion presented by the authors about "Wiley Coyote" and The Roadrunner. Therefore, aside from knowing the name should have benn "Wile E. Coyote," I found this to be a great book. The information is presented in a fairly forthright manner by Spangle and Isenhart. Because so many things happen simultaneously during the process of negotiation, the authors have broken down the process into stages and then artificially further broken down those stages into discrete areas so that their concepts could be better elucidated as entities interacting amongst the negotiation's participants. As a whole, the information is very well presented with examples that really drive home the concept under discussion. In addition, after most chapters (if not all) there are professional profiles of negotiators which further illustrate the information given within the chapter.