How Do Ordinary Japanese Reach Consensus in Group Decision Making?: Identifying and Analyzing “Naïve Negotiation”

Ikuyo Morimoto (), Miki Saijo (), Kayoko Nohara (), Kotaro Takagi (), Hiroko Otsuka (), Kana Suzuki () and Manabu Okumura ()
Additional contact information
Ikuyo Morimoto: Computational Linguistics Group
Miki Saijo: International Student Center
Kayoko Nohara: International Student Center
Kotaro Takagi: Center for Research in International Education
Hiroko Otsuka: The Institute of Behavioral Science
Kana Suzuki: Computational Linguistics Group
Manabu Okumura: Precision and Intelligence Laboratory

Group Decision and Negotiation, 2006, vol. 15, issue 2, No 5, 157-169

Abstract: Abstract The purpose of this study is to investigate ways in which ordinary Japanese people negotiate in a multi-party meeting. We initially gave such a way of negotiation the tentative name of “naïve negotiation”. The analysis of the conversational data reveals three structural features of naïve negotiation: (1) at the utterance level, the participants tend to claim their opinions without providing any overt grounds, (2) at the local consensus-building level, they tend to jump to conclusions without the full examination of proposed hypotheses, (3) at the final consensus-making level, there tends to be disjunctions between discussion units. Although these features are not necessarily seen as irrational or illogical, a naïve-negotiation style can still be a trouble-source in achieving successful consensus-making. This leads us to emphasize the necessity of developing a support system for the discussants.

Keywords: naïve negotiation; mixed juror system; multiparty conversation; consensus-making; the structure of negotiation process; support systems for negotiation (search for similar items in EconPapers)
Date: 2006
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Citations: View citations in EconPapers (1)

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DOI: 10.1007/s10726-006-9026-x

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