Consolidating alternative perspectives on communication and negotiation, this volume reviews the work of noted communication scholars and suggests directions for future research. Contributors explore three major aspects of negotiation communication: strategies, tactics and negotiation processes; interpretive processes and language analysis; and negotiation situation and context. This research also explores bargaining planning, framing and reframing, as well as relational communication with opponents, constituents and audiences.
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.
