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.
Linda L. Putnam (Ph.D., University of Minnesota; M.A., University of Wisconsin) joined the Department of Communication at Santa Barbara in 2007 after serving as a Regent’s Professor and the George T. and Gladys H. Abell Professor of Communication at Texas A&M University. At Texas A&M, she was also Department Head (1993-1998) and Director of the Program on Conflict and Dispute Resolution in the Bush School of Government and Public Service (1998-2003). Her research focuses on negotiation and conflict management in organizations, discourse studies in organizations, and gender and negotiation. Her early research centered on communication strategies and tactics in teacher’s bargaining. Using a discourse lens, this early work also examined arguments, narratives, and rituals in labor negotiations. Her gender research applied a feminist lens to rethinking organizational theories and traditional bargaining and her discourse work in organizations highlighted the contradictions and dialectics that emerged in formal negotiations and organizational communication.
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 inTheory and Research, (2) Social Cognition and Communication, (3) InterpersonalProcesses, 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.
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