02905nam 2200589 a 450 991079171850332120161219111723.01-5063-1926-21-322-42263-X1-4833-2865-11-4522-4555-X(CKB)2560000000089786(EBL)997223(OCoLC)809774316(SSID)ssj0000705584(PQKBManifestationID)12303899(PQKBTitleCode)TC0000705584(PQKBWorkID)10626553(PQKB)10264107(MiAaPQ)EBC997223(OCoLC)1007858182(StDuBDS)EDZ0000158923(EXLCZ)99256000000008978620130912d2003 fy 0engur|||||||||||txtccrNegotiation[electronic resource] communication for diverse settings /by Michael Spangle and Myra Warren IsenhartThousand Oaks, CA SAGEc20031 online resource (xxii, 435 p.) illDescription based upon print version of record.0-7619-2349-7 0-7619-2348-9 Includes bibliographical references and index.Cover; Contents; Acknowledgments; Preface; Introduction; Chapter 1 - Foundations of Negotiation; Chapter 2 - Contextual Nature of Negotiation; Chapter 3 - Theoretical Perspectives; Chapter 4 - Negotiation Processes; Chapter 5 - Qualities and Skills of Effective Negotiators; Chapter 6 - When Negotiation Breaks Down; Chapter 7 - Interpersonal Negotiation; Chapter 8 - Consumer Negotiation; Chapter 9 - Organizational Negotiation; Chapter 10 - Community Negotiation; Chapter 11 - International Negotiation; Chapter 12 - Integrating the Art with the Science of Negotiation; ReferencesAbout Those ProfiledIndex; About the Authors 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 inteConflict managementNegotiationConflict management.Negotiation.303.69Spangle Michael1462009Isenhart Myra Warren1462008StDuBDSStDuBDSBOOK9910791718503321Negotiation3811292UNINA