Drawing upon the philosophical and technical frameworks of discourse analysis, this paper suggests the rules governing linguistic choices in constructing negotiation. First, it clarifies the philosophical assumptions underlying different approaches to analysis, specifying a conceptual focus, particularly with regard to the situation and the…

A review of literature in the sales area reveals that the communication process between salespeople and their customers is a complex one offering a wide range of relationships. To develop a feeling of trust between the two parties, salespeople can use practical communication skills emphasizing their expertness, reliability, and dynamism. Sales…

Provides an overview of the literature on teacher effectiveness and lists characteristics defined by such research. Examines the extent to which music education researchers have used the process-product paradigm and identifies the implications of this paradigm for professionals. Summarizes the findings of the results obtained from this research.…

This paper discusses dynamic/interactive approaches to psychological assessment based on the concept of induced change as a research tactic. Studies are reviewed showing how interactive assessment has yielded new knowledge in psychopathology; neuropsychology; learning disabilities; intelligence testing (in normal, deaf, and immigrant children);…

This paper examines aspects related to the validity of process-product research involving classroom observation and teacher effectiveness. Differences in categories, terminology, and definitions of five classroom observation instruments are delineated and discussed in relation to their various effects on the validity of process-product research…

Proposes the triangulation of two qualitative research methods, hermeneutics and grounded theory, to illuminate clinical realities that elude alternative approaches. Discusses how hermeneutics reveals perceptual information about the uniqueness of shared meanings and common practices, and how grounded theory provides a conceptual framework useful…

This report, addressed to the broad audience of cognitive scientists, examines research on cognitive change. In the introduction, background considerations are made, previous research is reviewed, and the report itself is outlined. The first chapter, "Finding Goals Outside the Laboratory," discusses how laboratory tasks can obscure research goals…