Dialectical Tensions and Rhetorical Tropes in Negotiations

Organization Studies

Volumn 25, Issue 1, 2004, Pages 35-53

  Putnam, Linda L ^a  

^a TEXAS A AND M UNIVERSITY   (United States)

Author keywords

Dialectical tensions; Negotiation; Organizational bargaining; Rhetorical tropes; Tacit norms

Indexed keywords

EID: 0842312312     PISSN: 01708406     EISSN: None     Source Type: Journal    
DOI: 10.1177/0170840604038179     Document Type: Review

References (63)

1. Bazerman, M. H., and R. J. Lewicki 1983 Negotiation in organizations. Beverly Hills, CA: Sage.
2. Bochner, A. P. 1984 'The functions of human communicating in interpersonal bonding' in Handbook of rhetorical and communication theory. C. C. Arnold and J. W. Bowers (eds), 544-621. Boston, MA: Allyn and Bacon.
3. Bowles, M. L., and G. Coates 1993 'Image and substance: The management of performance as rhetoric or reality?'. Personnel Review 22/2: 3-21.
4. Brown, R. H. 1977 A poetic for sociology. Cambridge: Cambridge University Press.
5. Burke, K. 1969 A grammar of motives. Berkley: University of California Press.
6. Chatman, J. A., L. L. Putnam, and H. Sondak 1991 'Integrating communication and negotiation research' in Research on negotiation in organizations. M. H. Bazerman, R. J. Lewicki and B. H. Sheppard (eds), 139-164. Greenwich, CT: JAI Press.
7. Cicourel, A. V. 1988 'Text and context: Cognitive, linguistic, and organizational dimensions of international negotiations'. Negotiation Journal 4: 257-266.
8. Donohue, W. A. 1991 Communication, marital dispute, and divorce mediation. Hillsdale: Erlbaum.
9. Donohue, W. A., and M. E. Diez 1985 'Directive use in negotiation interaction'. Communication Monographs 52: 305-318.
10. Donohue, W. A., and C. Ramesh 1992 'Negotiator-opponent relationships' in Communication and negotiation. L. L. Putnam and M. E. Roloff (eds), 209-232. Newbury Park, CA: Sage.
11. Donohue, W. A., and A. J. Roberto 1994 'Relational development as negotiated in hostage negotiation'. Human Communication Research 20: 175-198.
12. Donohue, W. A., C. Ramesh, and C. Borchgrevink 1991 'Crisis bargaining: Tracking relational paradox in hostage negotiation'. International Journal of Conflict Management 2: 257-274.
13. Fant, L. 1989 'Cultural mismatch in conversation: Spanish and Scandinavian communicative behavior in negotiation settings'. Hermes, Journal of Linguistics 3: 247-265.
14. Fine, G. A. 1984 'Negotiated orders and organizational cultures'. Annual Reviews of Sociology 10: 239-262.
15. Firth, A. 1994 'Accounts in negotiation discourse: A single-case analysis'. Journal of Pragmatics 23: 199-226.
16. Firth, A. 1995 The discourse of negotiation: Studies of language in the workplace. Oxford: Pergamon.
17. Frances, D. W. 1986 'Some structures of negotiation talk'. Language in Society 15: 53-79.
18. Friedman, R. A. 1989 'Interaction norms as carriers of organizational culture: A study of labor negotiations at International Harvester'. Journal of Contemporary Ethnography 18: 3-29.
19. Friedman, R. A. 1992 'The culture of mediation : Private understandings in the context of public conflict' in Hidden conflict: Uncovering behind-the-scenes disputes. D. M. Kolb and J. Bartunek (eds), 143-164. Beverly Hills, CA: Sage.
20. Friedman, R. A. 1994 Front stage, backstage: The dramatic structure of labor negotiations. Cambridge, MA: MIT Press.
21. Garcia., A. 1991 'Dispute resolution without disputing: How the interactional organization of mediation hearings minimizes arguments'. American Sociological Review 56: 818-835.
22. Gibbons, P., J. J. Bradac, and J. D. Bush 1992 'The role of language in negotiations: Threats and promises' in Communication and negotiation. L. L. Putnam and M. E. Roloff (eds), 156-175. Newbury Park, CA: Sage.
23. Greatbatch, D., and R. Dingwall 1994 'The interactive construction of interventions by divorce mediators' in New directions in mediation. J. P. Folger and T. S. Jones (eds), 84-109. Thousand Oaks, CA: Sage.
24. Grindsted, A. 1989 'Distributive communicative behavior in Danish and Spanish negotiation interaction'. Hermes, Journal of Linguistics 3: 267-279.
25. Hamilton, P. M. 1997 'Rhetorical discourse of local pay'. Organization 4/2: 229-254.
26. Hamilton, P. M. 1998 'Implementing local pay: Rhetorically analyzing irritation'. Personnel Review 27/6: 433-447.
27. Hamilton, P. M. 2000 'Attaining agreement: A rhetorical analysis of an NHS negotiation'. International Journal of Public Sector Management 13/3: 285-300.
28. Ikle, F. C. 1964 How nations negotiate. New York: Harper and Row.
29. Jameson, J. K. 1999 'Toward a comprehensive model for the assessment and management of intraorganizational conflict: Developing the framework'. International Journal of Conflict Management 10: 268-294.
30. Jones, T. S. 1994 'A dialectical refraining of the mediation process' in New directions in mediation. J. P. Folger and T. S. Jones (eds), 26-47. Thousand Oaks, CA: Sage.
31. Keenoy, T. 1990 'Human resource management: Rhetoric, reality and contradiction'. International Journal of Human Resource Management 1/3: 363-384.
32. Latour, B. 1994 'On technical mediation philosophy, sociology, and genealogy'. Common Knowledge 3: 29-64.
33. Legge, K. 1995 Human resource management: Rhetorics and realities. London: Macmillan.
34. Lewicki, R. J., D. M. Saunders, and J. A. Litterer 1999 Negotiation. Homewood, IL: Richard D. Irwin.
35. Manning, P. K. 1979 'Metaphors of the field: Varieties of organizational discourse'. Administrative Science Quarterly 24: 660-671.
36. Maynard, D. W. 1984 Inside plea bargaining: The language of negotiation. New York: Plenum.
37. Maynard, D. W. 1989 'On the ethnography and analysis of discourse hi institutional settings'. Perspectives on Social Problems 1: 127-146.
38. Neu, J. 1988 'Conversation structure: An explanation of bargaining behaviors in negotiations'. Management Communication Quarterly 2: 23-45.
39. O'Donnell, K. 1990 'Difference and dominance: How labor and management talk conflict' in Conflict talk. A. D. Grimshaw (ed.), 210-240. Cambridge: Cambridge University Press.
40. Pruitt, D. G., and P. J. Carnevale 1993 Negotiation in social conflict. Buckingham: Open University Press.
41. Putnam, L. L., and G. T. Fairhurst 2001 'Language and discourse in organizations' in The new handbook of organizational communication. F. M. Jablin and L. L. Putnam (eds), 78-136. Thousand Oaks, CA: Sage.
42. Putnam, L. L., and M. E. Roloff 1992 'Communication perspectives on negotiation' in Communication and negotiation. L. L. Putnam and M. E. Roloff (eds), 1-17. Newbury Park, CA: Sage.
43. Putnam, L. L., and S. R. Wilson 1989 'Argumentation and bargaining strategies as discriminators of integrative outcomes' in Managing conflict: An interdisciplinary approach. M. A. Rahim (ed.), 121-141. New York: Praeger.
44. Putnam, L. L., S. A. van Hoeven, and C. A. Bullis 1991 'The role of rituals and fantasy themes in teachers' bargaining', Western Journal of Speech Communication 55: 85-103.
45. Putnam, L. L., S. R. Wilson, and D. B. Turner 1990 'The evolution of policy arguments in teachers' bargaining'. Argumentation 4: 129-152.
46. Putnam, L. L., S. R. Wilson, M. S. Waltman, and D. Turner 1986 'The evolution of case arguments in teachers' bargaining'. Journal of the American Forensic Association 23: 63-81.
47. Rogan, R. G., and M. R. Hammer 1995 'Assessing message affect in crisis negotiations: An exploratory study'. Human Communication Research 21: 553-574.
48. Rubin, J. Z. 1983 'Negotiation'. American Behavioral Scientist 27: 135-147.
49. Rubin, J. Z., and B. R. Brown 1975 The social psychology of bargaining and negotiation. New York: Academic Press.
50. Shimanoff, S. 1980 Communication rules: Theory and research. Beverly Hills, CA: Sage.
51. Strauss, A. 1978 Negotiations: Varieties, processes, contexts, and social order. San Francisco, CA: Jossey Bass.
52. Strauss, A. 1982 'Interorganizational negotiation'. Urban Life 11: 350-367.
53. Taylor, J. R., and F. Cooren 1997 'What makes communication "organizational"? How the many voices of a collectivity become the one voice of an organization'. Journal of Pragmatics 27: 409-438.
54. Trice, H. M., and J. M. Beyer 1984 'Studying organizational cultures through rites and ceremonies'. Academy of Management Review 9: 653-669.
55. Vaughan, E. 1994 'The trial between sense and sentiment: A reflection on the language of HRM'. Journal of General Management 19/3: 20-32.
56. Walker, E. 1995 'Making a bid for change: Formulations in union/management negotiations' in The discourse of negotiation. A. Firth (ed.), 101-140. Oxford: Pergamon.
57. Walton, R. E., and R. B. McKersie 1965 A behavioral theory of labor negotiations: An analysis of a social interaction system. New York: McGraw Hill.
58. Watson, T. J. 1994 In search of management: Culture, chaos and control in managerial work. London: Routledge.
59. Watson, T. J. 1995 'Rhetoric, discourse and argument in organizational sense making: A reflexive tale'. Organizational Studies 16/5: 805-821.
60. Weiss, S. E. 1987 'Creating the GM-Toyota joint venture: A case in complex negotiation'. Columbia Journal of World Business 22: 23-38.
61. White, H. 1978 Topics of discourse. Baltimore, MD: Johns Hopkins University Press.
62. Zartman, I. W. 1977 'Negotiation as a joint decision making process' in The negotiation process: Theories and applications. I. W. Zartman (ed.), 67-86. Beverly Hills, CA: Sage.
63. Zartman, I. W., and M. Berman 1982 The practical negotiator. New Haven, CT: Yale University Press.