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Dudley B. Turner

In: Communication and Negotiation

Chapter 10: Negotiator-Constituent Relationships

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Negotiator-Constituent Relationships
Negotiator-constituent relationships

Intra-organizational bargaining is a rich untapped domain for communication research.

—L. L. Putnam, 1985a, p. 236

THE VAST MAJORITY of research in bargaining and negotiation focuses on the two negotiators at the bargaining table, specifically, their actions and interactions and their outcomes. However, negotiators usually act as representatives who are influenced not only by the negotiating situation but also by their constituents (Druckman, 1977; Roloff & Campion, 1987). Viewing the negotiator as a representative adds complexity to the bargaining process. Rubin and Brown (1975) point out that simply having an audience physically or psychologically present affects the negotiator. Thus, concentrating primarily on the negotiator at the bargaining table limits an understanding of the overall negotiation process (Frey & Adams, 1972).

Druckman (1978a) claims that a ...

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