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Resumo

Much research on power development in exchange networks has demonstrated the effect of an actor's structural location on the exchange outcomes s/he experiences, without explicit attention to the process by which exchanges are completed. Our concern is with this process and, in particular, with the evaluation of some theoretical models of such negotiations. Observations of negotiations in two contrasting network exchange structures form the empirical basis for the examination of ideas from 'resistance' theory, proposed by Heckathorn (1980) and Willer (1981), and simulation models built on simple actor decision strategies. We find that resistance ideas are consistent with gross differences in negotiation patterns in the two structures and that at least some aspects of differences in negotiation can be accounted for by simple random activity channeled by network-based constraints on actors' opportunity sets.

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