Communication and Negotiation
by Linda L. Putnam, Michael E. Roloff
294 pages· 1992· ISBN 9780803940123
About
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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