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.