Communication Perspectives on Negotiation Next Chapter

Linda L. Putnam & Michael E. Roloff

In: Communication and Negotiation

Chapter : Communication Perspectives on Negotiation

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Communication Perspectives on Negotiation
Communication perspectives on negotiation
LindaL.Putnam and MichaelE.Roloff

Ours is an age of negotiation. The fixed positions and solid values of the past seem to be giving way, and new rules, roles, and relations have to be worked out. The hard lines and easy cognitive recognition systems of the Cold War have first multiplied and then melted, revealing the necessity … of talking things over and out.… Negotiation becomes not a transition but a way of life.

—I. W. Zartman, 1976, pp. 2, 3

ALTHOUGH ZARTMAN made this statement in the mid 1970s, his words apply in today's era of rapid political and economic changes, transformations in labor relations, and increasing civil and community disputes. Conflict in this country is a “growth industry” that pervades interpersonal ...

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