Dialectical Tensions and Rhetorical Tropes in Negotiations
评述了谈判话语研究的传统方法，通过民族志研究对比话语如何限制或帮助争议方转化议题，并分析两种修辞手法如何揭示谈判者执行隐性规范、使用谈判公式和定义相互依赖关系。
This article reviews and critiques traditional approaches to the study of discourse in negotiations. Then, drawing from an ethnographic study, it contrasts different ways in which discourse either constrains disputants or enables them to transform issues and the very nature of their disputes. Through an analysis of two rhetorical tropes used in the discourse, it examines the way in which bargainers enact tacit norms, use bargaining formulas, and define the nature of their interdependence. The article then draws from the textual analysis of negotiation to contrast different ways that meanings and organizational understandings are produced and reproduced through social interaction.