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Pamela Gibbons, James J. Bradac & Jon D. Busch

In: Communication and Negotiation

Chapter 7: The Role of Language in Negotiations: Threats and Promises

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The Role of Language in Negotiations: Threats and Promises
The role of language in negotiations: Threats and promises
PamelaGibbons, JamesJ.Bradac, and JonD.Busch

IN EVERYDAY TALK, a person might say, “The truck negotiated the curve.” This statement implies an interaction between the vehicle and the curve that allows the truck to remain road-bound as long as the driver is attentive and responsive. The interaction is purely nonverbal: driver vision and muscle movement interact with road contour and condition of the road. This phrase, however, is a metaphorical use of the term negotiated. It maps particular features of an essentially linguistic concept upon a nonverbal domain. That is, the curve communicates to the driver the proposition: “Be attentive and responsive and you can remain on the road.”

Negotiation in a ...

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