Date of Award


Document Type


Degree Name

Master of Arts (MA)



First Advisor

Elton S. Carter

Second Advisor

Randall A. Rose

Third Advisor

Richard Blake


This study is not a prescribed method of communication techniques for learning how to negotiate. It is not designed to teach the reader various and sundry negotiation strategies or tactics. Neither is this a study in East Indian communication theory or cross-cultural communication. The result of this study is a negotiation pedagogy as communication methodology—a distinctly heuristic design intended to lead the student of negotiation to discover his/her own capacities for negotiating. In the broad realm of negotiation, this study serves to introduce a new approach—actually a meta-approach to negotiating— that provides a systematic means whereby students can direct themselves in generating indefinitely many options for learning how to negotiate.

Included in

Communication Commons