This paper develops and tests an analytical framework for analyzing the selection of tactics in bargaining. Using a variant of power-dependence theory, the authors propose that bargainers will use different dimensions of dependence, such as the availability of alternative outcomes from other...

Examination of the impact of power dependence on the effectiveness of an attempt to wield influence in a bargaining situation. Effect of dependence on expected utilities investigated in an employee-employer context; Use of power-dependence theory; Implication of decision theory; Methods used;...