Taylor, Paul J. and Donald, Ian J. (2003) Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation. The International Journal of Conflict Management, 14 (3/4). pp. 213-232. ISSN 1044-4068
Full text not available from this repository.Abstract
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.
| Item Type: | Article |
|---|---|
| Journal or Publication Title: | The International Journal of Conflict Management |
| Subjects: | B Philosophy. Psychology. Religion > BF Psychology |
| Departments: | Faculty of Science and Technology > Psychology |
| ID Code: | 11023 |
| Deposited By: | Dr Paul Taylor |
| Deposited On: | 30 Jul 2008 10:13 |
| Refereed?: | Yes |
| Published?: | Published |
| Last Modified: | 26 Jul 2012 14:56 |
| Identification Number: | |
| URI: | http://eprints.lancs.ac.uk/id/eprint/11023 |
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