31
Views
16
CrossRef citations to date
0
Altmetric
Original Articles

Argument in bargaining: An analysis of the reasoning process

&
Pages 225-245 | Published online: 01 Apr 2009

References

  • Rubin , Jeffrey Z. and Brown , Bert R. 1975 . The Social Psychology of Bargaining and Negotiation , New York : Academic Press .
  • Donohue , William A. 1981 . “Analyzing Negotiation Tactics: Development of a Negotiation Interact System,” . Human Communication Research , 7 : 273 – 287 .
  • Donohue , William A. 1981 . “Development of a Model of Rule Use in Negotiation,” . Communication Monographs , 48 : 106 – 120 .
  • Donohue , William A. , Diez , Mary E. and Stahle , Renee B. 1983 . “New Directions in Negotiation Research,” . In Communication Yearbook , Edited by: Bostrom , Robert N. Vol. 7 , 249 – 279 . Beverly Hills, CA : Sage .
  • Donohue , William A. , Diez , Mary E. and Hamilton , Mark H. 1984 . “Coding Naturalistic Negotiation Interaction,” . Human Communication Research , 10 : 403 – 425 .
  • Putnam , Linda L. and Jones , Tricia S. 1982 . “The Role of Communication in Bargaining,” . Human Communication Research , 8 : 262 – 280 .
  • Putnam , Linda L. and Jones , Tricia S. 1982 . “Reciprocity in Negotiations: An Analysis of Bargaining Interaction,” . Communication Monographs , 49 : 171 – 191 .
  • Steinfatt , Thomas M. , Seibold , David R. and Frye , J. K. 1974 . “Communication in Game Simulated Conflicts: Two Experiments,” . Speech Monographs , 41 : 24 – 35 .
  • Turnbull , Allen A. , Strickland , Lloyd and Shaver , Kelly G. 1976 . “Medium of Communication, Differential Power, and Phasing of Concessions: Negotiating Success and Attributions to the Opponent,” . Human Communication Research , 2 : 262 – 270 .
  • 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 .
  • Reiches , Nancy A. and Harral , Harriet B. 1974 . “Argument in Negotiation: A Theoretical and Empirical Approach,” . Speech Monographs , 41 : 36 – 48 .
  • Huff , Anne Sigmismund . 1983 . “A Rhetorical Examination of Strategic Change,” . In Organizational Symbolism , Edited by: Pondy , Louis R. , Frost , Peter J. , Morgan , Gareth and Dandridge , Thomas C. 167 – 183 . Greenwich, CT : JAI Press .
  • Retsinas , Joan . 1982 . “Teachers: Bargaining for Control,” . American Educational Research Journal , 19 : 353 – 371 .
  • Lipsky , David B. 1982 . “The Effect of Collective Bargaining on Teacher Pay: A Review of Evidence,” . Educational Administration Quarterly , 18 : 14 – 42 .
  • Klay , W. E. 1982 . “Contending with Uncertainty in Collective Negotiations,” . Journal of Collective Negotiations in the Public Sector , 11 : 189 – 200 .
  • Bazerman , Max H. and Lewicki , Roy J. , eds. 1983 . Negotiation in Organizations , Beverly Hills, CA : Sage . chapters in
  • Toulmin , Stephen , Rieke , Richard and Janik , Allan . 1979 . An Introduction to Reasoning , 196 New York : Macmillan .
  • Crable , Richard E. 1983 . “Claims, Qualifiers, and Reservations in Public Speaking,” . In Principles of Human Communication , 2nd ed. , Edited by: Brummett , Barry and Putnam , Linda L. 161 Dubuque, IA : Kendall/Hunt .
  • Freeley , Austin J. 1971 . Argumentation and Debate: Rational Decision Making , 3rd ed. , 112 – 148 . Belmont, CA : Wadsworth .
  • Crable , Richard E. 1983 . “Evidence, Warrants, and Reservations in Public Speaking,” . In Principles of Human Communication , 2nd ed. , Edited by: Brummett , Barry and Putnam , Linda L. 187 Dubuque, IA : Kendall/Hunt .
  • Crable . “Claims,” . 150
  • Crable . “Claims,” . 151
  • Lofland , John . 1971 . Analyzing Social Settings , 101 – 109 . Belmont, CA : Wadsworth .
  • Gulliver , P. H. 1979 . Disputes and Negotiations: A Cross‐Cultural Perspective , 52 – 60 . New York : Academic Press .

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.