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Constructing a network of shared agreement: a model of communication processes in negotiations

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Date Issued:
2009
Title: Constructing a network of shared agreement: a model of communication processes in negotiations.
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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

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