Looking forward, looking back: Their effects on the present bargaining interaction and outcome.

摘要

The bargaining interaction and outcome effectiveness measures between negotiators were the emphases of this study. The possibility of future interaction with the same or a different negotiator and the past relationship between negotiators were manipulated to examine the effects on negotiators' strategy use, amount of time taken to reach agreement and the number of resolved issues.;Using the case-simulation method, subjects were instructed to interact freely with their bargaining opponent. The simulated management-union representative negotiations were audiorecorded and transcribed to analyze communicative strategies. Putnam and Jones' revised version of the BPA II category system was the chosen coding scheme.