Negotiation: Communication for Diverse Settings

by Michael L. Spangle, Myra Warren Isenhart, Frank Lafasto

Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. 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.

456 pages, Paperback

First published September 1, 2002