Communication and Negotiation

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. 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.

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