Research on Communication and Negotiation: State of Science and Future Directions

Abstract: Constructive negotiation outcomes function on the processes that unfold, channels that are used, and the influence of interaction and media. Essential to these processes is communication. This symposium focuses on both theory and research on various aspects of communication and negotiation by emphasizing language, dialogue, listening, emotion, affect, politeness, conversation flow, and turning points, as well as contexts of negotiation that impact communication. This symposium is beneficial to both seasoned researchers and those thinking about making contributions to our knowledge by examining communication processes in negotiations. Panelists will discuss history and developments in the following areas of negotiation research: turning points, communication and emotion, relationship development in diplomatic negotiations, communication in diverse negotiations, and communication in international business negotiations. This symposium comprises six presentations, offering a preview of select chapters from the Handbook of Research on Communication and Negotiation (Elgar; in progress). Our symposium discusses the positioning of communication in negotiation research, recent developments in theory, controversies, new directions, and implications for practice.

Keywords: communication, negotiation, emotions, turning points, negotiation process