Emergent Negotiations: Stability and Shifts in Process DynamicsNegotiation and Conflict Management Research (2008)
AbstractNegotiation 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.
- negotiation processes,
Citation InformationMara 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/