TY - JOUR
AU - Weingart, Laurie R.
AB - 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.
TI - Emergent Negotiations: Stability and Shifts in Negotiation Dynamics
JF - Negotiation and Conflict Management Research
DO - 10.1111/j.1750-4716.2008.00008.x
DA - 2008-05-01
UR - https://www.deepdyve.com/lp/wiley/emergent-negotiations-stability-and-shifts-in-negotiation-dynamics-cnIJrEDl6l
SP - 135
VL - 1
IS - 2
DP - DeepDyve
ER -