Emergent Negotiations: Stability and Shifts in Negotiation Dynamics
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 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.
Keywords: timing, bargaining, strategic choice, communication, negotiation
How to Cite:
Olekalns, M. & Weingart, L., (2008) “Emergent Negotiations: Stability and Shifts in Negotiation Dynamics”, Negotiation and Conflict Management Research 1(2), 135-160. doi: https://doi.org/10.34891/8tke-t111