ERIC Number: EJ202717
Record Type: Journal
Publication Date: 1979-Jan
Power Dependence in Individual Bargaining: The Expected Utility of Influence.
Lawler, Edward J.; Bacharach, Samuel B.
Industrial and Labor Relations Review, v32 n2 p196-204 Jan 1979
This study uses power-dependence theory as a framework for examining whether and how parties use information on each other's dependence to estimate the utility of an influence attempt. The effect of dependence in expected utilities is investigated (by role playing) in bargaining between employer and employee for a pay raise. (MF)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A