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Contribution to Book
Punctuated Negotiations: Transitions, Interruptions, and Turning Points
Handbook of Research on Negotiation (2013)
  • Daniel Druckman, George Mason University
  • Mara Olekalns, Melbourne Business School
Abstract
Negotiation is a dynamic process. Outcomes develop from patterned exchanges between negotiating parties and their constituencies. The guiding question for analysts is to explain the relationship between the exchanges or processes and outcomes. The explanation may be found in the decisions made by negotiators and their teams inside and outside the talks. These decisions include concessions, reciprocated concessions, new concepts (re-framing), changed procedures for conducting the talks, changed evaluations of alternatives, policy changes, and external events. These changes are often manifest in the negotiating process as transitions from one stage to another. Of particular interest are the questions: Which changes are sufficiently important to turn the talks in the direction of agreements or impasses? What accounts for the changes? These questions have been the basis for research on turning points in negotiation.
Keywords
  • negotiation,
  • turning points,
  • interruptions,
  • process
Disciplines
Publication Date
2013
Editor
Mara Olekalns, Wendi L. Adair
Publisher
Edward Elgar
Citation Information
Daniel Druckman and Mara Olekalns. "Punctuated Negotiations: Transitions, Interruptions, and Turning Points" LondonHandbook of Research on Negotiation (2013)
Available at: http://works.bepress.com/mara_olekalns/29/