A general theory of bargaining that is applicable to all types of bargaining situations and that provides a framework for analyzing the stages of the bargaining process is presented. Bargaining theory is critiqued with special attention directed to theories of Zeuthen, Hicks, Pen, and Chamberlain. The proposed framework in bargaining power is…

This study uses power-dependence theory as a framework for examining whether and how parties use information on each other's dependence to estimate the utility of an influence attempt. The effect of dependence in expected utilities is investigated (by role playing) in bargaining between employer and employee for a pay raise. (MF)