THE ONE THAT GOT AWAY: RHETORIC IN NEGOTIATION

Abstract

In two previous articles, this author drew attention to the importance of the linguistic resources of legitimising principles, and the uses of ideology and rhetoric in bargaining and negotiation. It was argued that if we are fully to understand the processes of power in organisations generally, and in industrial relations in particular, we need to study in more detail the nature and uses of ideology, legitimising principles and rhetoric, and the ways in which these are used continually to reinforce and reproduce structures of power and domination. Illustrative material from an engineering company, Bettavalve Placid, was used to demonstrate the nature of some of these processes.

Citation

Kirkbride, P.S. (1988), "THE ONE THAT GOT AWAY: RHETORIC IN NEGOTIATION", Employee Relations, Vol. 10 No. 1, pp. 17-21. https://doi.org/10.1108/eb055115