Beyond persuasion: The Rhetoric of negotiation in business communication

Journal of Business Communication

Volumn 47, Issue 1, 2010, Pages 69-78

  King, Cynthia L ^a  

^a NAVAL POSTGRADUATE SCHOOL   (United States)

Author keywords

Business communication; Negotiation; Persuasion; Rhetoric

Indexed keywords

EID: 72549085901     PISSN: 00219436     EISSN: 15524582     Source Type: Journal    
DOI: 10.1177/0021943609355791     Document Type: Article

References (7)

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3. Buber, M. (1970). I and thou: A new translation. New York: Scribner.
4. Eckhouse, B. (1999). Competitive communication: A rhetoric for modern business. Oxford, UK: Oxford University Press.
5. King, C., Brook, D. & Hartge, T. (2007). Effective communication practices during organizational transformation: A benchmarking study of the U.S. automobile industry and U.S. Naval Aviation Enterprise (Tech. Rep. No. NPS-CDMR-GM-07-001). Naval Postgraduate School, Center for Defense Management Research.
6. Putnam, L.L. (1994). Challenging the assumptions of traditional approaches to negotiation. Negotiation Journal, 10, 337-345.
7. Putnam, L. L. & Roloff, M. E. (Eds.). (1999). Communication and negotiation. Thousand Oaks, CA: Sage.