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ERIC Number: EJ266937
Record Type: CIJE
Publication Date: 1982-Sep
Pages: N/A
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
Reciprocity in Negotiations: An Analysis of Bargaining Interaction.
Putnam, Linda L.; Jones, Tricia S.
Communication Monographs, v49 n3 p171-91 Sep 1982
Examines the role of reciprocity in bargaining interaction. Focuses on labor/management differences in communication structure; their impact on bargaining outcomes; and the effect of sex-role composition on bargaining communication. Results, among other findings, demonstrated that management relied on defensive tactics while labor specialized in offensive maneuvers. (PD)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A