- Reusch , Jergen and Batcson , Gregory . 1951 . Communication: The Social Matrix of Psychiatry , New York : Wiley .
- Watzlawick , Paul , Beavin , Janet H. and Jackson , Don D. 1967 . Pragmatics of Human Communication: A Study of Interactional Patterns, Pathologies, and Paradoxes , New York : Norton .
- Rubin , Jeffrey Z. and Brown , Bert R. 1975 . The Social Psychology of Bargaining and Negotiation , New York : Academic Press .
- Baumgartner , Thomas , Buckley , William and Burns , Thomas . 1975 . “Relational Control: The Human Structuring of Cooperation and Conflict,” . Journal of Conflict Resolution , 19 : 417 – 440 .
- Michener , H. Andrew and Suchner , Robert W. 1972 . “The Tactical Use of Social Power,” . In The Social Influence Processes , Edited by: Tedeschi , James T. Chicago : Aldine .
- Chertkoff , Jerome M. and Esser , James K. 1976 . “A Review of Experiments in Explicit Bargaining,” . Journal of Experimental Social Psychology , 12 : 464 – 486 .
- Spector , Bartram I. 1977 . “Negotiation As a Psychological Process,” . Journal of Conflict Resolution , 21 : 607 – 618 .
- Bales , Robert F. 1950 . Interaction Process Analysis , Cambridge, Mass. : Addison Wesley .
- Stern , Louis W. , Sternthal , Barry and Craig , Charles S. 1973 . “Managing Conflict in Distribution Channels: A Laboratory Study,” . Journal of Marketing Research , 10 : 169 – 179 .
- McGrath , John E. and Julian , James W. 1963 . “Interaction Process and Task Outcome in Experimentally‐Created Negotiation Groups,” . Journal of Psychological Studies , 14 : 117 – 138 .
- Rapoport , Anatol . 1970 . “Experiments in Dyadic Conflict and Cooperation,” . In The Structure of Conflict , Edited by: Swingle , Paul . New York : Academic Press .
- Walton , Richard E. and McKersie , Robert B. 1965 . A Behavioral Theory oj Labor Negotiations: An Analysis of a Social Interaction System , New York : McGraw Hill .
- Sawyer , Jack and Guetzkow , Harold . 1965 . “Bargaining and Negotiation in International Relations,” . In International Behavior: A Social Psychological Analysis , Edited by: Kelman , Herbert C. 479 New York : Holt, Rinehart, and Winston .
- Schelling , Thomas . 1960 . The Strategy oj Conflict , New York : Oxford .
- Cushman , Donald P. 1977 . “The Rules Perspective as a Theoretical Basis for the Study of Human Communication,” . Communication Quarterly , 23 : 30 – 45 .
- Cushman , Donald P. and Craig , Robert . 1976 . “Communication Systems: Interpersonal Implications,” . In Explorations in Interpersonal Communication , Edited by: Miller , Gerald R. Beverly Hills : Sage .
- vonWright , George H. 1971 . Explanation and Understanding , New York : Cornell University Press .
- Gottlieb , Gideon . 1968 . The Logic of Choice , London : George Allen and Unwin, Ltd. .
- Searle , John R. 1969 . Speech Acts , Cambridge : Cambridge University Press .
- Pearce , W. Barnett , Cronen , Vernon E. , Johnson , Kenneth , Jones , Greg and Raymond , Robert . 1970 . “The Structure of Communication Rules and the Form of Conversation: An Experimental Simulation,” . Western Journal of Speech Communication , 44 : 20 – 34 .
- Harris , Linda and Cronen , Vernon E. 1979 . “A Rules‐Based Model for the Analysis and Evaluation of Organizational Communication,” . Communication Quarterly , 27 : 12 – 29 .
- Shimanoff , Susan B. 1980 . Communication Rules: Theory and Research , Beverly Hills : Sage .
- Beisecker , Thomas . 1970 . “Verbal Persuasive Strategies in Mixed Motive Interactions,” . Quarterly Journal of Speech , 56 : 149 – 160 .
- Angelmar , Rein‐hard and Stern , Louis W. 1978 . “Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing,” . Journal of Marketing Research , 15 : 93 – 102 .
- Adler , Keith . 1978 . “On the Falsification of Rules Theories,” . Quarterly Journal of Speech , 64 : 427 – 438 .
- Rogers , L. Edna and Farace , Richard V. 1975 . “Analysis of Relational Communication in Dyads: New Measurement Procedures,” . Human Communication Research , 1 : 222 – 239 .
- Donohue , William A. 1981 . “Analyzing Negotiation Tactics: Development of a Negotiation Interact System,” . Human Communication Research , 7 : 273 – 287 .
- Bixestine , V. Edwin and Guebelein , Jacquelyn W. 1971 . “Strategies of ‘Real’ Opponents in Eliciting Cooperative Choice in a Prisoner's Dilemma Game,” . Journal of Conflict Resolution , 15 : 157 – 166 .
- Clark , Ruth Ann . 1979 . “The Impact of Self Interest and Desire for Liking on the Selection of Communicative Strategies,” . Communication Monographs , 46 : 257 – 273 .
- Fitzpatrick , Mary Ann and Winke , Jeff . 1979 . “You Always Hurt the One You Love: Strategies and Tactics in Interpersonal Conflict,” . Communication Quarterly , 27 : 3 – 11 .
- Deutch , Morton , Epstein , Yakov , Canavan , Donnah and Grumpert , Peter . 1967 . “Strategies for Inducing Cooperation: An Experimental Study,” . Journal of Conflict Resolution , 11 : 345 – 360 .
- Marwell , Gerald and Schmitt , David R. 1967 . “Dimensions of Compliance Gaining Behavior: An Empirical Analysis,” . Sociometry , 38 : 350 – 364 .
- Tedeschi , James T. , Schlenker , Barry R. and Bonoma , Thomas V. 1973 . Conflict, Power and Games , Chicago : Aldine .
- Benton , Alan A. , Kelley , Harold H. and Liebling , Barry . 1972 . “Effects of Extremity of Offers and Concession Rate on the Outcome of Bargaining,” . Journal of Personality and Social Psychology , 24 : 73 – 83 .
- Rubin , Jeffrey Z. and DiMatteo , Mary Anne R. 1972 . “Factors Affecting the Magnitude of Subjective Utility Parameters in a Tacit Bargaining Game,” . Journal of Experimental Social Psychology , 8 : 412 – 426 .
- French , Julian and Raven , Bertram . 1959 . “The Bases of Social Power,” . In Studies in Social Power , Edited by: Cartwright , Dorwin . Ann Arbor : University of Michigan .
- Wilson , Warner . 1971 . “Reciprocation and Other Techniques for Inducing Cooperation in the Prisoner's Dilemma Game,” . Journal of Conflict Resolution , 15 : 167 – 195 .
- Williams , Stephen . 1970 . “The Need for Social Approval and Negotiation Success,” . University of Minnesota . Thesis
- Guetzkow , Harold . 1950 . “Unitizing and Categorizing Problems in Coding Qualitative Data,” . Journal of Clinical Psychology , 6 : 47 – 58 .
- Anderson , T. W. and Goodman , Leo A. 1951 . “Statistical Inferences About Markov Chains,” . Annals of Mathematical Statistics , 28 : 89 – 110 .
- Bartos , Otomar . 1974 . Process and Outcome of Negotiations , New York : Columbia University Press .
- Hewes , Dean E. 1979 . “The Sequential Analysis of Social Interaction,” . The Quarterly Journal of Speech , 65 : 56 – 73 .
Development of a model of rule use in negotiation interaction
Reprints and Corporate Permissions
Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?
To request a reprint or corporate permissions for this article, please click on the relevant link below:
Academic Permissions
Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?
Obtain permissions instantly via Rightslink by clicking on the button below:
If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.
Related research
People also read lists articles that other readers of this article have read.
Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.
Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.