Communication and Negotiation

1. Auflage 1992
ISBN: 978-0-8039-4012-3
Verlag: Sage Publications

Buch, Englisch, Band 20, 294 Seiten, Format (B × H): 140 mm x 216 mm, Gewicht: 437 g

Reihe: SAGE Series in Communication Research

This first edition of Communication and Negotiation, edited by Linda L. Putnam and Michael E. Roloff, provides a much needed discussion of the links between communication and negotiation. In fact, this text would be an excellent resource guide for psychologists, social psychologists, psychotherapists, and marriage counselors, as well as all other parties interested in managing conflict through negotiation. --Contemporary Psychology "References to contributors. for whom applied issues in industrial relations have been to the fore--are fairly frequent. This is testimony to the sheer thoroughness of the organization of the book, and to the conscientious approach of the authors commissioned to write the relevant separate chapters. This book is a useful pointer to the knowledge we have to hand." --The Occupational Psychologist "This publication is a profound review of the state of the art of that speciality of communication research which deals with human negotiation or bargaining activities. [The book] provides an interesting and well-structured entry to the understanding of the variety of factors involved in the communication processes that constitute a two-party negotiation. To LIS researchers, in particular in the fields of information management and information (seeking) behavior, this publication may offer important insights and methodologies as well as novel ideas with respect to investigating particular phenomena occurring prior to, during, or preceding the use of information (retrieval) systems. Communication and Negotiation is a useful companion to researchers who wish to dig deeper into empirical and theoretical investigations of the aspects of the negotiation processes. Communication and Negotiation brings forth many ideas relevant to LIS research, and within its firm communication approach the publication serves well as a profound review of research in a historical context of the negotiation and bargaining phenomena." --The Library Quarterly "Communication and Negotiation is volume 20 in Sage's Annual Reviews of Communication Research series, and offers the professional presentation and excellent quality one would expect from a work that is part of such a long tradition. This volume offers quite a valuable summary of the state of the art in communication theory as it applies to negotiation. Researchers in other primary disciplines need to be aware of this work as it overlaps heavily with other disciplinary viewpoints." --The Alternative Newsletter In recent years, a number of universities have established formal centers for studying conflict and dispute resolution. Scholars, too, have created new journals to focus exclusively on the study of conflict processes. Communication and Negotiation provides a synthesis of the research in this area by consolidating alternative perspectives on communication and negotiation, reviewing the work of noted communication scholars, and suggesting directions for future research. Contributors explore three major aspects of negotiation communication: a) strategies, tactics, and negotiation processes; b) interpretive processes and language analysis; and c) negotiation situation and context. In addition, these studies examine bargaining planning, frames and reframing, and relational communication with opponents, constituents, and audiences. A showcase for communication scholars as well as an extremely useful reference book for negotiation theorists, Communication and Negotiation is one of those rare books with wide interdisciplinary appeal. Scholars and students in political science, psychology, economics, management and organizational behavior, sociology, law, and industrial relations as well as the communications fields will especially profit from this remarkable new collection.

Autoren/Hrsg.

Putnam, Linda L.

Roloff, Michael E.

Fachgebiete

• Sozialwissenschaften Medien- und Kommunikationswissenschaften Kommunikationswissenschaften

Inhaltsverzeichnis

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
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

Über Autor(innen)

Putnam, Linda L.
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.

Roloff, Michael E.
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.