Emergent Negotiations: Stability and Shifts in Process Dynamics.pdf.pdf' (232.72 kB)
Emergent Negotiations: Stability and Shifts in Process Dynamics
journal contribution
posted on 2009-09-01, 00:00 authored by Mara Olekalns, Laurie WeingartLaurie WeingartNegotiation 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.