Communication and negotiation

• Other Authors: Roloff, Michael E (Editor), Putnam, Linda
• Format: Book
• Published: Newbury Park, Calif. Sage Publication 1992; ©1992
• Series: Sage annual reviews of communication research . 20
• Subjects: Negotiation in business
• Online Access: Click Here to View Status and Holdings.
• Physical Description: x, 294 pages illustrations 23 cm
• Bibliography: Includes bibliographical references and indexes
• ISBN: 0803940114

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.