Negotiation: Communication for Diverse Settings

Michael L Spangle, Myra Warren Isenhart

SAGE Publications, 2003 - Business & Economics - 435 pages

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.

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.

Bibliographic information

• Title: Negotiation: Communication for Diverse Settings
• Authors: Michael L Spangle, Myra Warren Isenhart
• Edition: illustrated
• Publisher: SAGE Publications, 2003
• ISBN: 0761923497, 9780761923497
• Length: 435 pages
• Subjects: Business & Economics / Business Communication / General; Business & Economics / Negotiating; FAMILY & RELATIONSHIPS; Language Arts & Disciplines / Communication Studies; Political Science / Peace; Psychology / Interpersonal Relations; Social Science / Sociology / General