| 000 -LEADER |
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| fixed length control field |
01109pab a2200157 454500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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180718b2004 xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Putnam, Linda L. |
| 245 ## - TITLE STATEMENT |
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| Title |
Dialectical tensions and rhetorical tropes in negotiations |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
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| Date of publication, distribution, etc. |
2004 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
p.35-53. |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc. |
This article reviews and critiques tgraditional approaches to the study of discourse in negotiations. Then, drawing from an ethnographic study, it contrasts different ways in which discourse either constraints disputants or enables them to transform issues and the very nature of their disputes. Through an analysis of two rhetorical tropes used in the discourse, it examines the way in which bargainers enact tacit norms, use bargaining formulas, and define the nature of their interdependence. The article then draws from the textual analysis of negotiation to contrast different ways that meanings and organizational understandings are produced and reproduced through social interaction. - Reproduced. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Organizations |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Collective bargaining |
| 773 ## - HOST ITEM ENTRY |
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| Main entry heading |
Organization Studies |
| 909 ## - |
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| -- |
59536 |
