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Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation.

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

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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: 30 Sep 2013 11:52
Identification Number:
URI: http://eprints.lancs.ac.uk/id/eprint/11023

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