Discourse Analysis: Mucking Around with Negotiation Data

in International Negotiation
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This article focuses on qualitative research methods in negotiations, particular textual and discourse analyses. It defines discourse analysis and reviews the ways that researchers have used conversational, pragmatics, and rhetorical analyses to study negotiations. It discusses types of texts available for discourse analysis and the role of research questions in guiding the selection of texts and discourse units in bargaining. Discourse analysis helps researchers unpack the developmental and contextual features of negotiation; link micro patterns of talk to political, legal, and organizational processes; and uncover new concepts that extend the knowledge of negotiation. The final section of the article provides helpful hints for conducting discourse analysis and for interpreting the bargaining context.

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