Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations

Lukasz W. Jochemczyk () and Andrzej Nowak
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Lukasz W. Jochemczyk: University of Warsaw
Andrzej Nowak: University of Warsaw

Group Decision and Negotiation, 2010, vol. 19, issue 6, No 4, 620 pages

Abstract: Abstract Traditional, static negotiation theories focus on descriptions of various external factors that influence the outcome of negotiations. They are useful in predicting the negotiation outcome in a limited way, because the result of the negotiation is ultimately determined not only by objective facts, but is worked out during the negotiation itself. We propose a Dynamical Negotiation Network (DNN) model that links the negotiation outcome with the process of attaining that outcome. This model represents the negotiation process in terms of a dynamically constructed network of interconnected nodes of meaning. The structure of the network and dynamics of its creation determine the outcome of a negotiation. In the presented study, we examined 58 participants who negotiated in dyads. There were many objective facts; those that were taken into consideration, the order they appeared in the negotiation, what structure of relationships they formed, helped determine a ‘shared reality’ that drove negotiation outcomes. We show that the DNN model explains the outcomes of their negotiations more precisely than do the static elements of the situation.

Keywords: Negotiation; Bargaining; Negotiation outcomes; Shared reality; Networks; Semantic networks; Dynamical negotiation networks; Group decision making; Dynamical systems; Complex systems (search for similar items in EconPapers)
Date: 2010
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DOI: 10.1007/s10726-009-9165-y

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