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Communication Monographs Volume 52, 1985 - Issue 4
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Original Articles

Directive use in negotiation interaction

William A. Donohue Associate Professor of Communication, Michigan State University,
&
Mary E. Diez Assistant Professor of Professional Communication, Aluerno College,
Pages 305-318 | Published online: 02 Jun 2009

Citations (17)

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RandallJ. Koper & MarjorieA. Jaasma. (2001) Interpersonal style: Are human social orientations guided by generalized interpersonal needs?. Communication Reports 14:2, pages 117-129.
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GailT. Fairhurst & LindaL. Putnam. (1999) Reflections on the organization‐communication equivalency question: The contributions of James Taylor and his colleagues. The Communication Review 3:1-2, pages 1-19.
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CarolynM. Anderson, MatthewM. Martin & DominicA. Infante. (1998) Decision‐making collaboration scale: Tests of validity. Communication Research Reports 15:3, pages 245-255.
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VernonD. Miller. (1996) An experimental study of newcomers’ information seeking behaviors during organizational entry. Communication Studies 47:1-2, pages 1-24.
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Colleen M. Keough. (1992) The Language of Negotiation: A Handbook of Practical Strategies for Improving Communication. By Joan Mulholland. Argumentation and Advocacy 28:3, pages 151-152.
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DirkR. Scheerhorn. (1991) Politeness in decision‐making. Research on Language and Social Interaction 25:1-4, pages 253-273.
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StevenR. Wilson, Min‐Sun Kim & Hendrika Meischke. (1991) Evaluating Brown and Levinson's politeness theory: A revised analysis of directives and face. Research on Language and Social Interaction 25:1-4, pages 215-252.
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Articles from other publishers (10)

William A. Donohue, Deborah A. Cai, Edward L. Fink & Etebong Attah Umana. (2023) Conflict, communication and team collaboration: a comparison of Nigerians and US Americans. International Journal of Conflict Management 34:4, pages 649-667.
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Claire Parker, Janet Smithson, Jennifer Limond, Hannah Sherbersky & Catherine Butler. (2020) Student and supervisor experiences of the Systemic Practice Scale (SPS): a discourse analysis. Journal of Family Therapy 43:4, pages 793-818.
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Linda L. Putnam. (2010) Negotiation and Discourse Analysis. Negotiation Journal 26:2, pages 145-154.
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Linda L. Putnam. (2004) Transformations and Critical Moments in Negotiations. Negotiation Journal 20:2, pages 275-295.
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Linda L. Putnam. (2016) Dialectical Tensions and Rhetorical Tropes in Negotiations. Organization Studies 25:1, pages 35-53.
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William A. Donohue. (2003) THE PROMISE OF AN INTERACTION‐BASED APPROACH TO NEGOTIATION. International Journal of Conflict Management 14:3/4, pages 167-176.
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JENNIFER ANNE SAMP & DENISE HAUNANI SOLOMON. (2016) Communicative Responses to Problematic Events in Close Relationships I. Communication Research 25:1, pages 66-95.
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Jennifer L. Vollbrecht, Michael E. Roloff & Gaylen D. Paulson. (1997) COERCIVE POTENTIAL AND FACE‐SENSITIVITY: THE EFFECTS OF AUTHORITY AND DIRECTIVES IN SOCIAL CONFRONTATION. International Journal of Conflict Management 8:3, pages 235-251.
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. 1995. The Discourse of Negotiation. The Discourse of Negotiation 399 417 .
William A. Donohue. (2009) The Identity Trap: Managing Paradox in Intractable Conflict. SSRN Electronic Journal.
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