Although collective bargaining is essentially a communication process, the role of language (as distinguished from discourse) in bargaining exchanges has received little attention from industrial relations scholars. Building on the work of Karl Popper, this article proposes a decomposition of language into functions and values and analyses their relevance when parties to a collective bargaining encounter engage in an integrative process. The proposed framework provides labour negotiators seeking integrative outcomes with linguistic guidelines and scholars with a tool to analyse bargaining exchanges.

JEL Code: J52

中文翻译：

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集体集体谈判的语言

尽管集体谈判本质上是一个沟通过程，但语言（与话语不同）在讨价还价交流中的作用很少受到劳资关系学者的关注。本文以卡尔·波普尔（Karl Popper）的工作为基础，提出将语言分解为功能和价值，并分析当集体谈判的各方参与整合过程时它们的相关性。拟议的框架为寻求谈判结果的劳工谈判代表提供了语言指导，为学者提供了分析谈判交流的工具。

JEL码： J52