TY - JOUR
AU - Goering, Elizabeth M.
AB - This study employed interaction analysis to examine the communicative behavior displayed by management versus labor negotiators at various phases of thecollective bargaining process. Nine hundred and nineteen messages utteredduring contract negotiations between two bargaining teams (teachers andadministrators) were coded using Putnam and Jones's (1982) revision of Walcottand Hopmann's Bargaining Process Analysis (BPA II). Results indicate that,contrary to the first hypothesis, administration and teacher negotiators weresurprisingly similar in the communicative bargaining behaviors exhibited. Aspredicted, however, communication strategies were found to be different at thevarious phases of negotiations, with earlier stages being more distributive andlater phases being more integrative. Finally, the results suggest that in interaction with phase, strategy use varies by side. Specifically, labor uses more integrative and defensive strategies early in the negotiations; while management ismore apt to employ offensive strategies. In the middle of the negotiations, laboruses more integrative messages and more offensive tactics; while managementtends to rely more heavily on defensive strategies. In the final phase, thedifferences between management and labor in terms of strategy use even out,with both sides being equally likely to use any of the three message tactics.
TI - Integration Versus Distribution in Contract Negotiations: An Interaction Analysis of Strategy Use
JF - The Journal of Business Communication (1973)
DO - 10.1177/002194369703400404
DA - 1997-10-01
UR - https://www.deepdyve.com/lp/sage/integration-versus-distribution-in-contract-negotiations-an-s7vDE1NnvC
SP - 383
EP - 400
VL - 34
IS - 4
DP - DeepDyve
ER -