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
| Original language | English (US) |
|---|---|
| Title of host publication | Interpersonal Communication |
| Publisher | Walter de Gruyter GmbH |
| Pages | 201-223 |
| Number of pages | 23 |
| ISBN (Electronic) | 9783110276794 |
| ISBN (Print) | 9783110276428 |
| DOIs | |
| State | Published - Jan 1 2014 |
Keywords
- Communication Sequences
- Conflict
- Negotiation
- Negotiation
ASJC Scopus subject areas
- Arts and Humanities(all)
- Social Sciences(all)