Abstract
How does one acquire the highly useful skill of negotiation? Unfortunately, many communication departments still do not teach negotiations and seem to discount its importance. The closest counterpart to such course might include segments of interpersonal communication courses dealing with conflict resolution in a most general sense, and courses on persuasion or argumentation dealing with social influence. While some claim these topics appear quite similar to bargaining and negotiation, much more is involved than conflict resolution or persuasion. As researchers Sawyer and Guetzkow conceded, "communication and persuasion" are "major elements in the process of modifying utilities," but a multitude of variables affect the bargaining process.
Journal Title
Iowa Journal of Speech Communication
Volume
17
Issue
1
First Page
20
Last Page
34
Language
en
File Format
application/pdf
Recommended Citation
Hunt, Ruth
(1985)
"A Call for the Study of Negotiation,"
Iowa Journal of Communication: Vol. 17:
No.
1, Article 5.
Available at:
https://scholarworks.uni.edu/ijc/vol17/iss1/5
Copyright
©1985 Iowa Communication Association
