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Interpersonal Communication by Charles R. Berger

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Michael E. Roloff

9 Negotiation and communication: Explication and research questions

Abstract: Negotiation is inherently a communication process and researchers from a variety of fields and disciplines have studied it. This review begins by explicating the construct of negotiation and identifying its key elements. Each element is defined and research associated with it is reviewed. Next three key questions that link the elements are identified and perspectives that guide research are discussed. Finally, several conclusions arising from the review are presented.

 

Key Words: Negotiation, Bargaining, Conflict, Communication Sequences

1 Introduction

The last half of the 20th Century is often characterized as a time of massive social change. Instead ...

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