You are here
Constructing a network of shared agreement: a model of communication processes in negotiations
| Title: | Constructing a network of shared agreement: a model of communication processes in negotiations. |
 93 views 19 downloads |
|---|---|---|
| Name(s): |
Jochemczyk, Lukasz W., creator Nowak, Andrzej, creator |
|
| Type of Resource: | text | |
| Genre: | Article | |
| Issuance: | single unit | |
| Date Issued: | 2009 | |
| Publisher: | ©2009Springer Science+Business Media B.V. | |
| Extent: | 31p. | |
| Language(s): | English | |
| Identifier: | 2700125 (digitool), FADT2700125 (IID), fau:2642 (fedora), 10.1007/s10726-009-9165-y (doi) | |
| FAU Department/College: | Department of Psychology Charles E. Schmidt College of Science | |
| Note(s): |
Traditional, static negotiation theories focus on descriptions of various external factors that influence the outcome of negotiations. They are useful in predicting the negotiation outcome in a limited way, because the result of the negotiation is ultimately determined not only by objective facts, but is worked out during the negotiation itself. We propose a Dynamical Negotiation Network (DNN) model that links the negotiation outcome with the process of attaining that outcome. This model represents the negotiation process in terms of a dynamically constructed network of interconnected nodes of meaning. The structure of the network and dynamics of its creation determine the outcome of a negotiation. In the presented study, we examined 58 participants who negotiated in dyads. There were many objective facts; those that were taken into consideration, the order they appeared in the negotiation, what structure of relationships they formed, helped determine a ‘shared reality’ that drove negotiation outcomes. We show that the DNN model explains the outcomes of their negotiations more precisely than do the static elements of the situation. ©2009 Springer Science+Business Media B.V. This manuscript is a version of an article with the final publication available online at http://www.springerlink.com/content/8072010203303212/ and may be cited as: Jochemczyk, Lukasz W. and Andrzej Nowak (2009) Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations, Group Decision and Negotiation, doi:10.1007/s10726-009-9165-y |
|
| Subject(s): |
Negotiation. Conflict. Dynamics. Communication. |
|
| Persistent Link to This Record: | http://purl.flvc.org/fcla/dt/2700125 | |
| Links: | http://dx.doi.org/10.1007/s10726-009-9165-y | |
| Restrictions on Access: | ©2009 Springer Science+Business Media B.V. | |
| Host Institution: | FAU |
