ERIC Number: EJ266937
Record Type: CIJE
Publication Date: 1982-Sep
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)
Descriptors: Behavior Patterns, Collective Bargaining, College Students, Communication (Thought Transfer), Communication Research, Conflict Resolution, Employer Employee Relationship, Grievance Procedures, Higher Education, Interaction Process Analysis, Literature Reviews, Organizational Communication, Sex Differences
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A