Chapter 5
Making deals, blocking sales
Conflict talk in the marketplace
Article outline
- 5.1Managing conflicts
- 5.2Bargaining in the marketplace
- 5.3Bargaining as emergent conflict talk
- 5.4Freebies, upselling moves, and win-win resolutions
- 5.5Moral dimensions of bargaining: When conflicts escalate
- 5.6Blocking sale advances with a negative style
- 5.7Discussion and conclusions