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Negotiation: Communication for Diverse Settings

3.8 out of 5 stars 8 customer reviews
ISBN-13: 978-0761923497
ISBN-10: 0761923497
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Frequently Bought Together

  • Negotiation: Communication for Diverse Settings
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  • Getting to Yes: Negotiating Agreement Without Giving In
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  • Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
Total price: $126.62
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Editorial Reviews

About the Author

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.

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Product Details

  • Paperback: 456 pages
  • Publisher: SAGE Publications, Inc (September 24, 2002)
  • Language: English
  • ISBN-10: 0761923497
  • ISBN-13: 978-0761923497
  • Product Dimensions: 7 x 1 x 10 inches
  • Shipping Weight: 2.2 pounds (View shipping rates and policies)
  • Average Customer Review: 3.8 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #185,876 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback Verified Purchase
I'm a master's degree student at the University of Denver studying Alternative Dispute Resolution. I read this book for a negotiation course.

From a negotiation theory perspective, this is like a longer, more academic version of Fisher and Ury's "Getting to Yes." Spangle offers an interest-based, collaborative/integrative technique for negotiation with a little extra communication and psychology research sprinkled in. This is widely acknowledged by experts to be one of the most effective methods of negotiation. However, if you are not an academic and just want to start improving your practical negotiation skills, Fisher and Ury's "Getting to Yes" gives you pretty much the same technique in a shorter, more practical book.

This book is much better than G. Richard Shell's "Bargaining for Advantage," in my opinion. People who think that adversarial negotiation works well or think that collaborative/integrative negotiation is somehow less practical are simply not understanding the subject or the research. In fairness, Shell offers multiple perspectives, but it's not academically honest to treat them as equals. Collaborative/integrative negotiation is by far the most practical and effective technique for use in everyday negotiation as well as mediation and other ADR practices.
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Format: Paperback Verified Purchase
Although the content seems like it might be informative, the condition of the print was absolutely awful. The font is obviously supposed to thin to a narrow line, but instead it just disappears off the page making it very distracting and difficult to read. Just to be sure it wasn't just me, I had family members look at the print and they couldn't believe the poor quality either.

I ordered a replacement and the second book came with the same poor quality. I'll try a third time, but if it's not any better, I'll be asking for a full refund.
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Format: 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.
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Format: Paperback Verified Purchase
Needs to be updated. Poor print quality. No mention of internet markets and customer ratings. Would recommend reading something printed in the current century.
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