Interaction Analysis in Collective Bargaining: An Alternative Approach to the Prediction of Negotiated Outcomes

Theye, Larry D.; Seiler, William J.

doi:10.1080/23808985.1979.11923772

Cited by 6 publications

(5 citation statements)

References 35 publications

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“…Much of this research has focused upon the communication processes observed between two negotiators (e.g., Donohue, 1978;1981a,b;Donohue, Diez & Hamilton, 1984;Putnam & Jones, 1982b;Theye & Seiler, 1979). Certainly, previous work has provided important insights into bargaining, but has left other communication processes unstudied.…”

Section: On Alleviating the Debilitating Effects Of Accountability Onmentioning

confidence: 97%

On alleviating the debilitating effects of accountability on bargaining: Authority and self‐monitoring

Roloff¹,

Campion²

1987

Communication Monographs

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Section: On Alleviating the Debilitating Effects Of Accountability Onmentioning

confidence: 97%

On alleviating the debilitating effects of accountability on bargaining: Authority and self‐monitoring

Roloff¹,

Campion²

1987

Communication Monographs

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“…Previous research (Theye & Seiler, 1979; has confirmed the validity of the methodology; however, its application in investigating &dquo;real-world&dquo; negotiations has been rather limited. Perhaps this lack of use can be partially explained by the difficulty inherent in obtaining access to actual bargaining interaction or to the time-consuming nature of the methodology.…”

Section: Negotiation Strategies Of Labor Versus Management During Varmentioning

confidence: 71%

“…Specifically, Deutsch (1987) suggests that constructive conflict can be identified with cooperative (integrative) interaction, while destructive conflict is typically associated with competitive (distributive) interaction. This link between strategy and outcome theorized by Deutsch has been empirically demonstrated by researchers such as Theye and Seiler (1979), who discovered that, as hypothesized, negotiations ending in agreement were characterized by a higher proportion of positive social emotional responses than impasse bargaining groups. Similarly, research by and Tutzauer and Roloff (1988) confirm that tactics do affect outcome, with more integrative strategies being associated with more positive conflict outcomes.…”

Section: Review Of Literature and Development Of Hypothesesmentioning

confidence: 83%

Integration Versus Distribution in Contract Negotiations: An Interaction Analysis of Strategy Use

Goering

1997

Journal of Business Communication

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This study employed interaction analysis to examine the communicative behavior displayed by management versus labor negotiators at various phases of the collective bargaining process. Nine hundred and nineteen messages uttered during contract negotiations between two bargaining teams (teachers and administrators) were coded using Putnam and Jones's (1982) revision of Walcott and Hopmann's Bargaining Process Analysis (BPA II). Results indicate that, contrary to the first hypothesis, administration and teacher negotiators were surprisingly similar in the communicative bargaining behaviors exhibited. As predicted, however, communication strategies were found to be different at the various phases of negotiations, with earlier stages being more distributive and later phases being more integrative. Finally, the results suggest that in interaction with phase, strategy use varies by side. Specifically, labor uses more integrative and defensive strategies early in the negotiations; while management is more apt to employ offensive strategies. In the middle of the negotiations, labor uses more integrative messages and more offensive tactics; while management tends to rely more heavily on defensive strategies. In the final phase, the differences between management and labor in terms of strategy use even out, with both sides being equally likely to use any of the three message tactics.

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“…Negotiation research is the fourth genre of interaction analysis that draws from systems interaction and focuses on understanding bargaining strategies and tactics, sequences of bargaining patterns, the stages or phases of negotiations, and the enactment of rules or norms in these contexts (Putnam, 1990). It is a large and growing body of research with numerous coding schemes, including those by Hopmann and Walcott (1976), Donohue (1981a,b), Putnam and Wilson (1989), Weingart et al (1996), and the adaptation of Bales's IPA (Theye and Seiler, 1979) and relational control analyses (Bednar and Curington, 1983) for negotiation settings. Researchers code directly from videotaped negotiations and analyze data to reveal the effects of bargaining tactics, strategies, and sequences on distributive versus integrative outcomes (e.g.…”

Section: Negotiation Researchmentioning

confidence: 99%

Textuality and Agency in Interaction Analysis

Fairhurst

2004

Organization

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This article examines the role of textuality and agency in organizational interaction analysis. Six genres of interaction analysis research are reviewed, some of which address the question of how organizations are discursively constituted. Although interaction analysts agree on the role of discourse/text in the constitution of organizations, no such agreement exists on the role of meaning and agency. After addressing several criticisms of interaction analysis research, this article focuses on the contributions made by the study of temporal form through interaction analysis. This article concludes by revisiting the question of how organizations are constituted vis-a-vis the role of discourse and agency from an interaction analysis perspective.

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Interaction Analysis in Collective Bargaining: An Alternative Approach to the Prediction of Negotiated Outcomes

Cited by 6 publications

References 35 publications

On alleviating the debilitating effects of accountability on bargaining: Authority and self‐monitoring

On alleviating the debilitating effects of accountability on bargaining: Authority and self‐monitoring

Integration Versus Distribution in Contract Negotiations: An Interaction Analysis of Strategy Use

Textuality and Agency in Interaction Analysis

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