Emergent Negotiations: Stability and Shifts in Negotiation Dynamics
- Mara Olekalns, m.olekalns@mbs.edu(compose email, opens in email app.)
- Laurie R. 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 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. https://doi.org/10.34891/8tke-t111 (external link, opens in new tab).
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Published on
8 April 2008
Peer Reviewed