Communication and Negotiation [Paperback]

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.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
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 DeSanctis
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&llÇ