Argument in bargaining: An analysis of the reasoning process

Abstract

Bargaining is accomplished through arguments and persuasive appeals. This study aims to understand the way argumentation in bargaining shapes outcomes. It examines the types of claims and reasoning processes that characterize bargaining interaction on different subissues of a proposal. It tracks the development of arguments through sequential sessions and caucus meetings by examining similarities and differences in the reasoning process on subissues that are dropped, modified, or retained in the final agreement. The issues and subissues examined in this study emanate from problems teachers faced in organizational communication. Thus, in studying argumentation in bargaining, we are examining variables that grow out of and affect the daily routines of organizational members.