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 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
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
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