10.1184/R1/6705314.v1
Mara Olekalns
Mara
Olekalns
Laurie Weingart
Laurie
Weingart
Emergent Negotiations: Stability and Shifts in Process Dynamics
Carnegie Mellon University
2009
Business
Management
2009-09-01 00:00:00
Journal contribution
https://kilthub.cmu.edu/articles/journal_contribution/Emergent_Negotiations_Stability_and_Shifts_in_Process_Dynamics/6705314
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.