Taylor, Paul J. and Donald, Ian J. (2003) Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation. International Journal of Conflict Management, 14 (3/4). pp. 213-232. ISSN 1044-4068Full text not available from this repository.
This paper outlines 4 assumptions behind attempts to explain the sequential organization of communication behavior during conflict. These assumptions were supported by an analysis of behavioral sequences coded from 9 hostage negotiations and 20 divorce mediations. Analyses showed that negotiators use only a small proportion of available responses to other party’s behavior, and that this proportion rapidly decreases as sequence length increases. Critical to this channeling in behavior was the triple- interact (i.e., cue-response-cue-response), which represents the maximum sequence length required to enable accurate prediction of negotiators’ future behavior. More detailed analysis showed that the triple-interact reduced uncertainty in behavior by over 70%, which compares to less than 1% from knowledge of negotiation context and approximately 10% from knowledge of individual differences.
|Journal or Publication Title:||International Journal of Conflict Management|
|Subjects:||B Philosophy. Psychology. Religion > BF Psychology|
|Departments:||Faculty of Science and Technology > Psychology|
|Deposited By:||Dr Paul Taylor|
|Deposited On:||30 Jul 2008 10:13|
|Last Modified:||24 Feb 2017 00:03|
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