Open Access. Powered by Scholars. Published by Universities.®
Social and Behavioral Sciences Commons™
Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 6 of 6
Full-Text Articles in Social and Behavioral Sciences
Interpretive Filters: Social Cognition And The Impact Of Turning Points In Negotiation, Dan Druckman, Mara Olekalns, Philip Smith
Interpretive Filters: Social Cognition And The Impact Of Turning Points In Negotiation, Dan Druckman, Mara Olekalns, Philip Smith
Mara Olekalns
A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as "turning points," these events are precipitated by actions taken either outside or inside the talks that have consequences for outcomes. In this article, we report the results of two experiments designed to examine the impacts of two types of precipitating actions, external and internal. In the first experiment, which focused on external actions, we found that crises — as opposed to breakthroughs — produced more movement in negotiations in which parties viewed the social climate positively (high trust, low …
Emergent Negotiations: Stability And Shifts In Process Dynamics, Mara Olekalns, Laurie Weingart
Emergent Negotiations: Stability And Shifts In Process Dynamics, Mara Olekalns, Laurie Weingart
Mara Olekalns
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 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.
Markov Chain Analyses Of Communication Processes In Negotiation, Mara Olekalns, Philip Smith, Laurie Weingart
Markov Chain Analyses Of Communication Processes In Negotiation, Mara Olekalns, Philip Smith, Laurie Weingart
Mara Olekalns
Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations are affected by features of the negotiating context and how, in turn, differences in communication processes among dyads affect the quality of the final settlement. In Markov models, the communication process is represented as a sequence of transitions between states, which describes how tactics are used and how they are reciprocated during the course of a negotiation. This article provides an introduction to Markov chain analysis and shows, using simulated data, how Markov chain models may be analyzed using widely-available loglinear modeling software. Model selection, …
Markov Chain Analyses Of Communication Processes In Negotiation, Philip Smith, Mara Olekalns, Laurie Weingart
Markov Chain Analyses Of Communication Processes In Negotiation, Philip Smith, Mara Olekalns, Laurie Weingart
Mara Olekalns
Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations are affected by features of the negotiating context and how, in turn, differences in communication processes among dyads affect the quality of the final settlement. In Markov models, the communication process is represented as a sequence of transitions between states, which describes how tactics are used and how they are reciprocated during the course of a negotiation. This article provides an introduction to Markov chain analysis and shows, using simulated data, how Markov chain models may be analyzed using widely-available loglinear modeling software. Model selection, …
Moments In Time: Metacognition, Trust And Outcomes In Negotiation, Mara Olekalns, Philip Smith
Moments In Time: Metacognition, Trust And Outcomes In Negotiation, Mara Olekalns, Philip Smith
Mara Olekalns
This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes. After completing a simulated negotiation, participants identified turning points from videotape. Turning points were then classified as substantive (interest, offer), characterization (positive, negative), or procedural (positive, negative). Pre-negotiation affective trust predicted subsequent turning points whereas pre-negotiation cognitive trust did not, suggesting that different cues influence the two types of trust. Post-negotiation cognitive trust was increased by the occurrence of interest, positive characterization, and positive procedural turning points and decreased by negative characterization turning points. Affective trust was increased by positive procedural turning points. Finally, interest …
Quantitative Coding Negotiation Processes, Laurie Weingart, Mara Olekalns, Philip Smith
Quantitative Coding Negotiation Processes, Laurie Weingart, Mara Olekalns, Philip Smith
Mara Olekalns
The examination of negotiation processes is seen by many researchers as an insurmountable task largely because the required methods are unfamiliar and labor-intensive. In this article, we shed light on a fundamental step in studying negotiation processes, the quantitative coding of data. Relying on videotapes as the primary source of data, we review the steps required to extract usable quantitative data and the lessons we’ve learned in doing so in our own research. We review our experience working with one large negotiation dataset, Towers Market II, to illustrate two steps within the larger research process: developing a coding scheme and …