Congruent and Contradictory Verbal and Nonverbal Communications of Cooperativeness and Competitiveness in Negotiations.

Johnson, David W.; And Others

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Peer reviewed

ERIC Number: EJ146280

Record Type: CIJE

Publication Date: 1976

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Congruent and Contradictory Verbal and Nonverbal Communications of Cooperativeness and Competitiveness in Negotiations

Johnson, David W.; And Others

Communication Research--An International Quarterly, 3, 3, 275-292, Jul 76

Focuses on three issues which are hypothesized as affecting the negotiation of an agreement in a mixed-motive conflict: congruency of verbal and nonverbal messages, relative impact of verbal and nonverbal messages, and expression of cooperative or competitive intentions. (MH)

Descriptors: Behavioral Science Research, Conflict, Congruence (Psychology), Interaction Process Analysis, Negotiation Agreements, Nonverbal Communication, Persuasive Discourse, Verbal Communication

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