Communication and Negotiation

Communication and Negotiation
ISBN-10
0803940122
ISBN-13
9780803940123
Category
Language Arts & Disciplines
Pages
305
Language
English
Published
1992-04-10
Publisher
SAGE
Authors
Michael E. Roloff, Linda L. Putnam

Description

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 essential reference book for negotiation theorists, Communication and Negotiation is one of those remarkable books with wide interdisciplinary appeal.

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