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Author: Linda L. Putnam Publisher: SAGE Publications ISBN: 1452246017 Category : Language Arts & Disciplines Languages : en Pages : 305
Book Description
This first edition of Communication and Negotiation, edited by Linda L. Putnam and Michael E. Roloff, provides a much needed discussion of the links between communication and negotiation . . . In fact, this text would be an excellent resource guide for psychologists, social psychologists, psychotherapists, and marriage counselors, as well as all other parties interested in managing conflict through negotiation. --Contemporary Psychology "References to contributors . . . for whom applied issues in industrial relations have been to the fore--are fairly frequent. This is testimony to the sheer thoroughness of the organization of the book, and to the conscientious approach of the authors commissioned to write the relevant separate chapters. . . . This book is a useful pointer to the knowledge we have to hand." --The Occupational Psychologist "This publication is a profound review of the state of the art of that speciality of communication research which deals with human negotiation or bargaining activities. . . . [The book] provides an interesting and well-structured entry to the understanding of the variety of factors involved in the communication processes that constitute a two-party negotiation. To LIS researchers, in particular in the fields of information management and information (seeking) behavior, this publication may offer important insights and methodologies as well as novel ideas with respect to investigating particular phenomena occurring prior to, during, or preceding the use of information (retrieval) systems. . . . Communication and Negotiation is a useful companion to researchers who wish to dig deeper into empirical and theoretical investigations of the aspects of the negotiation processes. . . . Communication and Negotiation brings forth many ideas relevant to LIS research, and within its firm communication approach the publication serves well as a profound review of research in a historical context of the negotiation and bargaining phenomena." --The Library Quarterly "Communication and Negotiation is volume 20 in Sage′s Annual Reviews of Communication Research series, and offers the professional presentation and excellent quality one would expect from a work that is part of such a long tradition. . . . This volume offers quite a valuable summary of the state of the art in communication theory as it applies to negotiation. Researchers in other primary disciplines need to be aware of this work as it overlaps heavily with other disciplinary viewpoints. . . ." --The Alternative Newsletter In recent years, a number of universities have established formal centers for studying conflict and dispute resolution. Scholars, too, have created new journals to focus exclusively on the study of conflict processes. Communication and Negotiation provides a synthesis of the research in this area by consolidating alternative perspectives on communication and negotiation, reviewing the work of noted communication scholars, and suggesting directions for future research. Contributors explore three major aspects of negotiation communication: a) strategies, tactics, and negotiation processes; b) interpretive processes and language analysis; and c) negotiation situation and context. In addition, these studies examine bargaining planning, frames and reframing, and relational communication with opponents, constituents, and audiences. A showcase for communication scholars as well as an extremely useful reference book for negotiation theorists, Communication and Negotiation is one of those rare books with wide interdisciplinary appeal. Scholars and students in political science, psychology, economics, management and organizational behavior, sociology, law, and industrial relations as well as the communications fields will especially profit from this remarkable new collection.
Author: Linda L. Putnam Publisher: SAGE Publications ISBN: 1452246017 Category : Language Arts & Disciplines Languages : en Pages : 305
Book Description
This first edition of Communication and Negotiation, edited by Linda L. Putnam and Michael E. Roloff, provides a much needed discussion of the links between communication and negotiation . . . In fact, this text would be an excellent resource guide for psychologists, social psychologists, psychotherapists, and marriage counselors, as well as all other parties interested in managing conflict through negotiation. --Contemporary Psychology "References to contributors . . . for whom applied issues in industrial relations have been to the fore--are fairly frequent. This is testimony to the sheer thoroughness of the organization of the book, and to the conscientious approach of the authors commissioned to write the relevant separate chapters. . . . This book is a useful pointer to the knowledge we have to hand." --The Occupational Psychologist "This publication is a profound review of the state of the art of that speciality of communication research which deals with human negotiation or bargaining activities. . . . [The book] provides an interesting and well-structured entry to the understanding of the variety of factors involved in the communication processes that constitute a two-party negotiation. To LIS researchers, in particular in the fields of information management and information (seeking) behavior, this publication may offer important insights and methodologies as well as novel ideas with respect to investigating particular phenomena occurring prior to, during, or preceding the use of information (retrieval) systems. . . . Communication and Negotiation is a useful companion to researchers who wish to dig deeper into empirical and theoretical investigations of the aspects of the negotiation processes. . . . Communication and Negotiation brings forth many ideas relevant to LIS research, and within its firm communication approach the publication serves well as a profound review of research in a historical context of the negotiation and bargaining phenomena." --The Library Quarterly "Communication and Negotiation is volume 20 in Sage′s Annual Reviews of Communication Research series, and offers the professional presentation and excellent quality one would expect from a work that is part of such a long tradition. . . . This volume offers quite a valuable summary of the state of the art in communication theory as it applies to negotiation. Researchers in other primary disciplines need to be aware of this work as it overlaps heavily with other disciplinary viewpoints. . . ." --The Alternative Newsletter In recent years, a number of universities have established formal centers for studying conflict and dispute resolution. Scholars, too, have created new journals to focus exclusively on the study of conflict processes. Communication and Negotiation provides a synthesis of the research in this area by consolidating alternative perspectives on communication and negotiation, reviewing the work of noted communication scholars, and suggesting directions for future research. Contributors explore three major aspects of negotiation communication: a) strategies, tactics, and negotiation processes; b) interpretive processes and language analysis; and c) negotiation situation and context. In addition, these studies examine bargaining planning, frames and reframing, and relational communication with opponents, constituents, and audiences. A showcase for communication scholars as well as an extremely useful reference book for negotiation theorists, Communication and Negotiation is one of those rare books with wide interdisciplinary appeal. Scholars and students in political science, psychology, economics, management and organizational behavior, sociology, law, and industrial relations as well as the communications fields will especially profit from this remarkable new collection.
Author: Michael L Spangle Publisher: SAGE Publications ISBN: 1506319262 Category : Language Arts & Disciplines Languages : en Pages : 456
Book Description
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.
Author: Marc O. Opresnik Publisher: Springer ISBN: 3319061941 Category : Business & Economics Languages : en Pages : 136
Book Description
Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers "soft skills" without which negotiations cannot be successful. This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.
Author: Publisher: Syntony Publishing ISBN: 9780961317201 Category : Business communication Languages : en Pages : 292
Book Description
Presents the author's theory of communication (called Syntonics model) based on neurolinguistic programming (NLP). Mastery of these management tactics will increase your ability to communicate and maximize your verbal and nonverbal impact.
Author: William Anthony Donohue Publisher: Peter Lang Incorporated, International Academic Publishers ISBN: 9781433111488 Category : Communication Languages : en Pages : 0
Book Description
The framing metaphor is commonly used in negotiation and communication research to characterize how individuals place interpretive and linguistic boundaries around phenomena, objects, or events. This book develops this construct, exploring its potential to provide research insights, and illustrating new strategies for further development. Divided into three sections, the book first captures the breadth of the theoretical framing construct, then focuses on the many ways in which the construct has been researched and applied. The final section reflects on the construct's potential, and its value in understanding negotiation. An inspiring group of contributors - all experts in framing theory and conflict/negotiation management - outline how the framing construct is viewed theoretically by research scholars, and in the field by conflict resolution practitioners.
Author: Roger Fisher Publisher: Houghton Mifflin Harcourt ISBN: 9780395631249 Category : Business & Economics Languages : en Pages : 242
Book Description
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author: Jeswald W. Salacuse Publisher: Springer ISBN: 1137591153 Category : Business & Economics Languages : en Pages : 235
Book Description
This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.
Author: Michele J. Gelfand Publisher: Stanford University Press ISBN: 0804745862 Category : Business & Economics Languages : en Pages : 478
Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author: Joan Mulholland Publisher: Routledge ISBN: 1134928025 Category : Foreign Language Study Languages : en Pages : 236
Book Description
The Language of Negotiation aims to heighten awareness of language and to suggest practical ways to use language-related tactics to get results. It encourages the reader to recognise negotiation as a specifically language-centred activity and demonstrates how learning to use language effectively can radically improve negotiation skills. The book features: A step-by-step guide on the practice of negotiation, from preparation to follow-up after the event Chapters on various aspects of negotiation, such as the spoken, written and interpersonal sides, as well as media interviewing and using the phone. Specific and useful strategies for actions like advising, complaining, confirming and dismissing. A range of effective and informative examples throughout, designed to show the value of enhanced language use and practical exercises to encourage the reader to apply the ideas to their own practice. The Language of Negotiation will be of value to all those in business and professional life whose work involves negotiation. It will also be of particular interest to students in graduate schools of business or management and to anyone who has an interest in improving their negotiation skills. No prior knowledge of language theory is assumed on the part of the reader.
Author: Linda L. Putnam
Author: Linda L. Putnam
Author: Michael L Spangle
Author: Marc O. Opresnik
Author: Raymond Cohen
Author: 
Author: William Anthony Donohue
Author: Roger Fisher
Author: Jeswald W. Salacuse
Author: Michele J. Gelfand
Author: Joan Mulholland