THE ROLE OF COMMUNICATION IN BARGAINING

Authors

  • LINDA L. PUTNAM,

    1. Linda L. Putnam (Ph.D., University of Minnesota, 1977) is an assistant professor of organizational communication at Purdue University, West Lafayette, Indiana 47907
    Search for more papers by this author
  • TRICIA S. JONES

    1. Tricia S. Jones (M.A., Purdue University, 1980) is a doctoral candidate in communication at Ohio State University. Columbus, Ohio 43210.
    Search for more papers by this author

Abstract

This essay classifies, reviews, and critiques the current literature on the role of communication in the bargaining process. As such, it provides an up-to-date review of the research findings within four areas: communication opportunity, information exchange, message strategies, and categories of interaction. These areas illustrate three different perspectives of communication: the mechanistic, the psychological, and the pragmatic views. Integration of this literature reveals that bargaining interaction differs from group problem solving in the types of messages used and in the evolution of bargaining stages, and that communication patterns distinguish between the initial and the latter stages of bargaining.

Ancillary