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Communication and Negotiation
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Communication and Negotiation

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May 1992 | 294 pages | SAGE Publications, Inc
Consolidating alternative perspectives on communication and negotiation, this volume reviews the work of noted communication scholars and suggests directions for future research. Contributors explore three major aspects of negotiation communication: strategies, tactics and negotiation processes; interpretive processes and language analysis; and negotiation situation and context. This research also explores bargaining planning, framing and reframing, as well as relational communication with opponents, constituents and audiences.
 
PART ONE: STRATEGIES, TACTICS, AND NEGOTIATION PROCESSES
Michael E Roloff and Jerry M Jordan
Achieving Negotiation Goals
The `Fruits and Foibles' of Planning Ahead

 
Marshall Scott Poole, Dale L Shannon and Gerardine DeSanctis
Communication Media and Negotiation Processes
Frank Tutzauer
The Communication of Offers in Dyadic Bargaining
Michael E Holmes
Phase Structures in Negotiation
 
PART TWO: INTERPRETIVE PROCESSES AND LANGUAGE ANALYSIS
Colleen M Keough
Bargaining Arguments and Argumentative Bargainers
Linda L Putnam and Majia Holmer
Framing, Reframing and Issue Development
Pamela Gibbons, James J Bradac and Jon D Busch
The Role of Language in Negotiations
Threats and Promises

 
Steven R Wilson
Face and Facework in Negotiation
 
PART THREE: NEGOTIATION SITUATION AND CONTEXT
William A Donohue and Closepet N Ramesh
Negotiator-Opponent Relationships
Dudley B Turner
Negotiator-Constituent Relationships
Sara U Douglas
Negotiation Audiences
The Role of the Mass Media

 

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ISBN: 9780803940123
£45.99

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