| Abstract: | We examine the dynamics of channel negotiations in terms of two useful notions: contention and reciprocity. Contention refers to the degree of overall tension between bargaining opponents. It expresses itself in all areas relevant to the negotiation process: economics, communications, and perceptions. In fact, level of contention is a dimension that ties these areas inseparably to each other. Reciprocity is the mechanism through which contention is maintained at the same or comparable levels among bargaining opponents. Reciprocity can be observed in all tactics and perceptions that cause or indicate contention. We examine these notions in two negotiation experiments and establish baseline behaviors in bargaining encounters. © 1993 John Wiley & Sons, Inc. |
