000			01109pab a2200157 454500
008			180718b2004 xxu||||| |||| 00| 0 eng d
100			_aPutnam, Linda L.
245			_aDialectical tensions and rhetorical tropes in negotiations
260			_c2004
300			_ap.35-53.
520			_aThis 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			_aOrganizations
650			_aCollective bargaining
773			_aOrganization Studies
909			_a59536
999			_c59536 _d59536