Report
Emergent Negotiations: Stability and Shifts in Negotiation Dynamics
Mara Olekalns, Laurie R Weingart
Negotiation and Conflict Management Research | Wiley | Published : 2008
Abstract
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 three factors drive the process of negotiation and influence the quality of agreements: alignment of negotiators’ strategies across individuals (strategy sequences), alignment of negotiators’ strategies with the negotiation‐wide dynamic (phases), and congruence of negotiators’ goals.