Hugill2004
| Hugill2004 | |
|---|---|
| BibType | ARTICLE |
| Key | Hugill2004 |
| Author(s) | David Hugill |
| Title | Commercial negotiation: reaching for disagreement within an overall project of reaching for agreement |
| Editor(s) | |
| Tag(s) | EMCA, Commercial negotiation, Conversation analysis, Episode, Hierarchy, Party speaking, Target- costs contracts |
| Publisher | |
| Year | 2004 |
| Language | English |
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| Month | |
| Journal | Culture and Organization |
| Volume | 10 |
| Number | 2 |
| Pages | 163–187 |
| URL | Link |
| DOI | 10.1080/1475955042000253431 |
| ISBN | |
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Abstract
Despite the omnipresent organizational feature of meetings on construction projects, they have received negligible empirical attention. This paper explicates a 13-minute episode within a meeting, wherein the two main parties negotiate to make significant changes to the commercial arrangements. The inspection reveals distinct phases of a bargaining sequence, wherein identifiably ‘principal’ actors are engaged in expositing corporate objectives through party speaking. As an impasse is reached, new actors engage in the discussions revealing the presence of hierarchically oriented turn taking. Also present at the meeting is ‘Tom’, introduced by Client as an expert in the particular commercial arrangements, which are to be negotiated. Examination of Tom’s interactional accomplishments reveals an uneven approach to animating the discussion between the parties. The episode reveals the importance of seeing negotiation as a process, wherein parties use the opportunity to work through their pre-conceptions.
Notes
