Abstract

By comparing developments in two southern Italian factories, this article contrasts “aggregative” and “deliberative” procedures in trade unions. In one of the plants, the preferences of some of the workers appear to have been changed by deliberation. The process of rational persuasion seems to have required, however, more than sheer circulation of information. Based on this evidence, the article argues that when a potential conflict of interests is involved, speakers need to provide evidence that they are animated by a “communicative” rather than “strategic” intent. This implies validating their implicit claim to sincerity of communication.