Negotiation and communication: Explication and research questions

Michael E. Roloff*

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Scopus citations

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 languageEnglish (US)
Title of host publicationInterpersonal Communication
PublisherWalter de Gruyter GmbH
Pages201-223
Number of pages23
ISBN (Electronic)9783110276794
ISBN (Print)9783110276428
DOIs
StatePublished - Jan 1 2014

Keywords

  • Communication Sequences
  • Conflict
  • Negotiation
  • Negotiation

ASJC Scopus subject areas

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

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  • Cite this

    Roloff, M. E. (2014). Negotiation and communication: Explication and research questions. In Interpersonal Communication (pp. 201-223). Walter de Gruyter GmbH. https://doi.org/10.1515/9783110276794.201