Dialectical tensions and rhetorical tropes in negotiations
By: Putnam, Linda L.
Material type:
ArticlePublisher: 2004Description: p.35-53.Subject(s): Organizations | Collective bargaining
In:
Organization StudiesSummary: 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.
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Articles
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Indian Institute of Public Administration | Volume no: 25, Issue no: 1 | Available | AR59981 |
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.
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