Negotiation in the news: The role of newspaper reporting in the broader social acceptance of principled negotiation
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This article investigates how the concept of negotiation is represented in newspaper stories. The Factiva database of Australian and New Zealand newspapers was searched over a period of two years using "negotiation" as a search term. Two hundred and eighty-five stories relating to negotiation were categorised by the content of the headline and first paragraph by two coders. Over 90% of the stories could be classified under eight catgories. These were, in order of frequency of occurrence: business negotiation; trade negotiation; government and political negotiation; industrial negotiation; real estate; terrorist, hostage and war negotiation; international negotiations; and negotiations with indigenous people. Most uses of the word negotiation could be classified as "haggling" rather than "principled negotiation". The Diffusion of Innovations Model is applied to help explain the persistence of a "haggling" rather than a "principled negotiation" frame in newspaper reports of negotiation.
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