Negotiation and communication: Explication and research questions

Michael E. Roloff*

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapter

2 Scopus citations


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 languageEnglish (US)
Title of host publicationInterpersonal Communication
PublisherWalter de Gruyter GmbH
Number of pages23
ISBN (Electronic)9783110276794
ISBN (Print)9783110276428
StatePublished - Jan 1 2014


  • Communication Sequences
  • Conflict
  • Negotiation
  • Negotiation

ASJC Scopus subject areas

  • Arts and Humanities(all)
  • Social Sciences(all)


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