Abstract
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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