Skip to main content
Article
Emergent Negotiations: Stability and Shifts in Process Dynamics
Negotiation and Conflict Management Research (2008)
  • Mara Olekalns, Melbourne Business School
  • Laurie Weingart
Abstract
Negotiation is a dynamic process in which negotiators change their strategies in response to each other. We believe mutual adaptation is best conceptualized as an emergent process and is a critical determinant of negotiators’ abilities to identify mutually beneficial solutions. We argue that two factors drive the process of negotiation and influence the quality of agreements: alignment of negotiators’ strategies across individuals (strategy sequences) and with the negotiation-wide dynamic (phases) and congruence of negotiators’ goals.
Keywords
  • negotiation processes,
  • communication,
  • theory
Publication Date
2008
Citation Information
Mara Olekalns and Laurie Weingart. "Emergent Negotiations: Stability and Shifts in Process Dynamics" Negotiation and Conflict Management Research Vol. 1 (2008)
Available at: http://works.bepress.com/mara_olekalns/6/