The Language of Integrative Collective Bargaining

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.