Communication and Negotiation
eBook - PDF

Communication and Negotiation

  1. 294 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

Communication and Negotiation

Book details
Table of contents
Citations

About This Book

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.

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Yes, you can access Communication and Negotiation by Linda L. Putnam, Michael E. Roloff in PDF and/or ePUB format, as well as other popular books in Languages & Linguistics & Communication Studies. We have over one million books available in our catalogue for you to explore.

Information

Publisher
SAGE Publications, Inc
Year
1992
ISBN
9781452246017
Edition
1
Topic
Languages & Linguistics
Subtopic
Communication Studies
Index
Languages & Linguistics

Table of contents

  1. Cover
  2. Contents
  3. Acknowledgments
  4. Communication Perspectives on Negotiation
  5. Part I - Strategies, Tactics, and Negotiation Processes
  6. Chapter 1 - Achieving Negotiation Goals: The "Fruits and Foibles" of Planning Ahead
  7. Chapter 2 - Communication Media and Negotiation Processes
  8. Chapter 3 - The Communication of Offers in Dyadic Bargaining
  9. Chapter 4 - Phase Structures in Negotiation
  10. Part II - Interpretive Processes and Language Analysis
  11. Chapter 5 - Bargaining Arguments and Argumentative Bargainers
  12. Chapter 6 - Framing, Reframing, and Issue Development
  13. Chapter 7 - The Role of Language in Negotiations: Threats and Promises
  14. Chapter 8 - Face and Facework in Negotiation
  15. Part III: Negotiation Situation and Context
  16. Chapter 9 - Negotiator-Opponent Relationships
  17. Chapter 10 - Negotiator-Constituent Relationships
  18. Chapter 11 - Negotiation Audiences: The Role of the Mass Media
  19. Author Index
  20. Subject Index
  21. About the Contributors