Communication and Negotiation / Edition 1

Communication and Negotiation / Edition 1

ISBN-10:
0803940122
ISBN-13:
9780803940123
Pub. Date:
04/10/1992
Publisher:
SAGE Publications
ISBN-10:
0803940122
ISBN-13:
9780803940123
Pub. Date:
04/10/1992
Publisher:
SAGE Publications
Communication and Negotiation / Edition 1

Communication and Negotiation / Edition 1

Paperback

$95.0
Current price is , Original price is $95.0. You
$95.00 
  • SHIP THIS ITEM
    Qualifies for Free Shipping
  • PICK UP IN STORE

    Your local store may have stock of this item.

  • SHIP THIS ITEM

    Temporarily Out of Stock Online

    Please check back later for updated availability.


Overview

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.

Product Details

ISBN-13: 9780803940123
Publisher: SAGE Publications
Publication date: 04/10/1992
Series: SAGE Series in Communication Research , #20
Edition description: New Edition
Pages: 294
Product dimensions: 5.50(w) x 8.50(h) x 0.69(d)

About the Author

Linda L. Putnam is a Research Professor in the Department of Communication at the University of California, Santa Barbara. Her current research interests include discourse analysis in organizations, negotiation and organizational conflict, and gender. She is the co-editor of twelve books, including The SAGE Handbook of Organizational Communication (2014), Building Theories of Organization: The Constitutive Role of Communication (2009) and the author/co-author of over 180 journal articles and book chapters. She is a Distinguished Scholar of the National Communication Association, a Fellow of the International Communication Association, and a recipient of the Distinguished Service Award from the Academy of Management.

MICHAEL E. ROLOFF (Ph.D, Michigan State University) is professor of Communication Studies at Northwestern University. His research and teaching interests are in the general area of interpersonal influence. He has published articles and offers courses focused on persuasion, interpersonal compliance-gaining, conflict management, organizational change and bargaining and negotiation. His current research is focused on conflict avoidance and serial arguing in intimate relationships, the interpretation and construction of persuasive messages, and the effects of planning and alternatives on negotiation processes. He has co-edited four research volumes: (1) Persuasion: New Directions in Theory and Research, (2) Social Cognition and Communication, (3) Interpersonal Processes, and (4) Communication and Negotiation. He wrote Interpersonal Communication: The Social Exchange Approach. He completed a term as the editor of Communication Yearbook and is currently co-editor of Communication Research. He was co-recipient of the Woolbert Award for Outstanding Contribution to Communication Research from the Speech Communication Association and of a publication award from the Social Cognition and Communication Division of the National Communication Association. He has been the Chair of the Interpersonal Communication Division of the National Communication Association. He is currently Director of the National Communication Association Publications Board. Professor Roloff has received several teaching awards from groups at Northwestern including the Associated Student Government, the Mortar Board, and the Alumni Association.

Table of Contents

PART ONE: STRATEGIES, TACTICS, AND NEGOTIATION PROCESSES
Achieving Negotiation Goals - Michael E Roloff and Jerry M Jordan
The ‘Fruits and Foibles' of Planning Ahead
Communication Media and Negotiation Processes - Marshall Scott Poole, Dale L Shannon and Gerardine De Sanctis
The Communication of Offers in Dyadic Bargaining - Frank Tutzauer
Phase Structures in Negotiation - Michael E Holmes
PART TWO: INTERPRETIVE PROCESSES AND LANGUAGE ANALYSIS
Bargaining Arguments and Argumentative Bargainers - Colleen M Keough
Framing, Reframing and Issue Development - Linda L Putnam and Majia Holmer
The Role of Language in Negotiations - Pamela Gibbons, James J Bradac and Jon D Busch
Threats and Promises
Face and Facework in Negotiation - Steven R Wilson
PART THREE: NEGOTIATION SITUATION AND CONTEXT
Negotiator-Opponent Relationships - William A Donohue and Closepet N Ramesh
Negotiator-Constituent Relationships - Dudley B Turner
Negotiation Audiences - Sara U Douglas
The Role of the Mass Media
From the B&N Reads Blog

Customer Reviews