Analyzing the Multiple Dimensions of Negotiation Processes (original) (raw)
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SSRN Electronic Journal, 2000
Through a content-analysis and coding of articles published in the mainstream academic literature on negotiation behavior, this study examines the field with respect to the research methods employed. A large database of relevant publications featured in Psychinfo is being constructed in order to investigate possible trends and patterns in the research methodologies used and abandoned over the past decades. We explore issues relating to research strategy, measurement, types of respondents, data-analytical procedures etc., and address various aspects of internal, external and construct validity. Our aim is to gain insight into the dominant methodological and statistical practices that have shaped the field of negotiation, and shed light on possible gaps and trade-offs. Preliminary findings, based on a set of 862 studies, are presented.
Psychology
Negotiation, as a form of interpersonal interaction, is essential in any context as it is the means individuals use for managing conflict and accomplishing their objectives. The purpose of this article is to review the current negotiation literature and highlight the significance and pervasive effects of emotions in the negotiation or bargaining process and outcome. Although there has been a broad interest in the study of negotiation, research has mainly focused on the study of the cognitive and rational aspects of the negotiation process while its emotional aspects have been overlooked. Nevertheless, in the past few years, there has been an increasing realization that emotions play a crucial role in negotiation and therefore the study of emotions in negotiation has been embraced by both researchers and academics. This article is organized in three sections. In the first section, the fundamental principles of conflict resolution and negotiation are provided in order to facilitate the understanding of the mixed existing literature which leads to a chaos. In the second section, a historical perspective of negotiation is presented in order to shed light on its evolution over the years. In the third section, the role of emotions in negotiation is highlighted and an emphasis is put on the significance of positive emotions, in an attempt to outline how the discipline of positive psychology can meaningfully contribute to the negotiation field.
A Behavioral Analysis of Communication Competence in Negotiation
1987
A study examined the relationship between interactior involvement-a kind of communication competence-and communication behavior in a negotiation setting. Subjects, 120 college students, completed the Interaction Involvement Scale and were placed in_ same-sex dyads of three types: (1) mixed dyads of one high-and one low-involved subject; (2) same-level dyads composed of two high-involved subjects; or (3) same-level dyads composed of two low-involved subjects. Each dyad was videotaped as it engaged in a negotiation scenario. The transcripts were then coded for type of negotiation strategy used-assertions, argum3nt assertions, refutations, countersupport statements, statements of blame, and other strategies. Results showed that subjects who were higher in interaction involvement used a significantly different negotiation strategy than subjects who were lower in involvement. Specifically, the high-involved subjects used a more thoughtful, reasoned, and persuasive negotiating style than did low-involved subjects. Results indicate, however, that high involvement was not an advantage in negotiation; in fact, results suggest the highest levels of involvement might actually have inhibited the negotiator's chances for success. (Tables appear throughout the text, and copies of scenarios used in the study are appended.) (FL)
Initiation of negotiation and its role in negotiation research
Organizational psychology review, 2014
Most psychological studies about negotiation examine processes, strategies, and outcomes by providing a context with given roles, issues, and resources to the parties involved. We argue that this research is incomplete as psychological variables and processes, antecedent to the initiation of negotiation, are excluded. A theoretical model is developed which explains the initiation of negotiation by the key motivational process of discrepancy reduction, which arouses an emotional reaction. It integrates valence, expectancy and instrumentality considerations as moderating variables. The model serves as a research agenda for the psychological study of the prenegotiation phase, and for answering the questions of when and why people initiate (or suppress) negotiations, thereby offering grounds for probing how subsequent negotiations might be affected by characteristics of the prenegotiation phase. The overall aim is to foster our understanding about the psychological origins of negotiations to complement what is already known about the negotiation process. Keywords Cognitive-motivational process model, initiation of negotiation The broad field of negotiation research puts strong emphasis on studying the processes and outcomes of negotiation. Typically, experimental studies are conducted which place subjects into a social context that implies a negotiation. Thereby real-world factors and psychological processes are left out that are antecedent to a state of affairs where a negotiation may come into existence or
With Feeling: How Emotions Shape Negotiation
Negotiation Journal
Recognition of the role played by emotions in negotiation is growing. This article synthesizes current research around four broad themes: moves and exchanges, information processing, social interaction, and context. The authors' review reveals that much of the research on this topic has focused on two key emotions, anger and happiness. More recently, negotiators have turned to other emotions such as guilt and disappointment, demonstrating that not all negative emotions have the same consequences, or activate the same regions of the brain. Focusing on social interaction, the authors note that negotiators may influence each others' emotions: whether negotiators converge to anger or happiness has different consequences for agreement. Researchers have broadened their examination of emotion by considering how external factors such as power, the number of negotiators, culture, and gender influence the impact of emotional expression. The authors also consider the function and impac...
Social-emotional aspects of negotiation
European Journal of Operational Research, 1990
The negotiation problem representation in evolutionary systems design ) is interpreted to include social-emotional as well as task aspects. Controls are actions having task and social-emotional components taken to deliver preferred combinations of task and social-emotional goals. Thus, normative controls (actions) recommended by a group decision and negotiation support system (GDNSS) such as MEDXATOR can include both task and social-emotional components. We use as controls the categories of social interaction developed by , as well as the interaction rate. We study empirically the relation between these controls and the agreements reached by negotiators in a buyer-seller negotiation. The role of social-emotional interaction in the negotiation process and thus in its support by GDNSS is analytically specified.
Emotions: A Tactical Device in Negotiation Strategy
CHIEF PATRON CHIEF …
Equilibrium is the law of nature and human disposition is no exception to it. Every person attempts to maintain balance in his life but because of the modern life, words like stress and conflict have entered into our daily routine vocabulary. It's a proven fact that conflicts can create turmoil which has a detrimental effect on our physical as well as mental health. Negotiation is one of the most effective defence-mechanism to resolve various conflicts. Negotiation is a composite of cognitive and emotional activity. The negotiators undergo a myriad of experiences and at the same time, face the challenge of keeping one-upmanship. In the process they have to take into account their own preferences and limits while simultaneously trying to monitor and check the opponent's behaviour. Besides this they have to constantly look for loopholes in the opponent's armour. This makes the process all the more complex because the negotiator has to keep on devising changes in the predetermined tactics and the strategy. This study is to identify different approaches which aim at deliberate and target-oriented positioning of the involved parties as well as ascertain the dynamics involved in decision-making process. And how this results in eliciting desired responses. The endeavour is to propose a model that creates the most beneficial outcome without disturbing the equilibrium.
When Do People Initiate a Negotiation? The Role of Discrepancy, Satisfaction, and Ability Beliefs
Negotiation and Conflict Management Research, 2017
Negotiation research increasingly pays attention to the beginning of negotiations. Building on a theory of the initiation of negotiation we investigated when and why people consider initiating negotiations. Results from one field study and two scenario experiments show that a negative discrepancy between an actual state and a desired state increased the intention to initiate a negotiation and promoted real initiation behavior. This effect was mediated by the subjective perception of this discrepancy and feelings of dissatisfaction. Expectancy considerations in the form of ability to initiate negotiations and implicit beliefs about negotiation ability moderated this serial mediation effect: high initiation ability and incremental negotiation beliefs facilitated the decision to negotiate whereas low initiation ability and entity negotiation beliefs inhibited negotiation initiations. In the present work, we offer a first empirical test of the theory of initiation of negotiation. Some elements of the ideas described in this article were presented at the 23rd Annual Conference of the International Association for Conflict Management, Boston, USA. The research further draws on a dissertation completed by Julia A. M. Reif at the Ludwig-Maximilians-Universitaet Muenchen. We thank Barbara Mehner for her assistance in data collection for Study 1.
Social Science Research Network, 2010
Negotiation research increasingly pays attention to the beginning of negotiations. Building on a theory of the initiation of negotiation we investigated when and why people consider initiating negotiations. Results from one field study and two scenario experiments show that a negative discrepancy between an actual state and a desired state increased the intention to initiate a negotiation and promoted real initiation behavior. This effect was mediated by the subjective perception of this discrepancy and feelings of dissatisfaction. Expectancy considerations in the form of ability to initiate negotiations and implicit beliefs about negotiation ability moderated this serial mediation effect: high initiation ability and incremental negotiation beliefs facilitated the decision to negotiate whereas low initiation ability and entity negotiation beliefs inhibited negotiation initiations. In the present work, we offer a first empirical test of the theory of initiation of negotiation. Some elements of the ideas described in this article were presented at the 23rd Annual Conference of the International Association for Conflict Management, Boston, USA. The research further draws on a dissertation completed by Julia A. M. Reif at the Ludwig-Maximilians-Universitaet Muenchen. We thank Barbara Mehner for her assistance in data collection for Study 1.