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Frank Tutzauer

In: Communication and Negotiation

Chapter 3: The Communication of Offers in Dyadic Bargaining

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The Communication of Offers in Dyadic Bargaining
The communication of offers in dyadic bargaining
FrankTutzauer

PERHAPS THE MOST important communications in a bargaining session are those that convey the disputants’ offers and counteroffers. Although other types of communication, for example, threats and promises, arguments and counterarguments, or other message strategies, undoubtedly influence the course of the negotiation, it is likely that offers exert the most profound effect on the process. The nature, timing, and pattern of offers, and the concessions they elicit, constitute the very essence of bargaining and negotiation. Indeed, it can be argued that if there are no offers, there is no bargaining. One might even define bargaining as the exchange of offers. Consequently, the bid/counterbid process must assume a central place in any theory ...

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