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Collective Bargaining	2
College Students	2
Communication (Thought…	2
Communication Research	2
Conflict Resolution	2
Interaction Process Analysis	2
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Communication Monographs

Author

Donohue, William A.	1
Jones, Tricia S.	1
Putnam, Linda L.	1

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Journal Articles	2
Reports - Research	2

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Development of a Model of Rule Use in Negotiation Interaction.

Peer reviewed

Donohue, William A. – Communication Monographs, 1981

Develops a model of negotiation rule use that incorporates both content and relational dimensions and focuses upon interaction as the dependent variable. Assesses how winners and losers in mock negotiations differ in their use of communication rules. (PD)

Descriptors: Collective Bargaining, College Students, Communication (Thought Transfer), Communication Research

Reciprocity in Negotiations: An Analysis of Bargaining Interaction.

Peer reviewed

Putnam, Linda L.; Jones, Tricia S. – Communication Monographs, 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…

Descriptors: Behavior Patterns, Collective Bargaining, College Students, Communication (Thought Transfer)